Selling to multiple decision-makers
February 22, 2013 by Jim Giuliano
With more sales decisions being made by committees, it’s important for your salespeople to modify their sales presentations to take group dynamics into account.
February 22, 2013 by Jim Giuliano
The No. 1 question customers ask — and how to answer it
January 29, 2013 by Jim Giuliano
Just about every customer has this question in mind. But not everyone can answer it properly.
Listening faults that lose sales
January 22, 2013 by Jim Giuliano
If customers aren’t buying, one reason for it could be salespeople who aren’t listening to what customers say.
Landing corporate clients: 3 ways small firms can beat the competition
December 26, 2012 by Jared Bilski
Between fierce competition and across-the-board spending cuts, it’s become increasingly difficult for small businesses to get those lucrative corporate accounts. But the right approach can give you an edge. More…
5 reasons sales don’t close
November 15, 2012 by Jim Giuliano
When sales fail to close, it’s usually for one of the following reasons:
Tapping into 5 emotions that guide customers’ buying decisions
November 6, 2012 by Bob Hill
Here are five of the most common emotions that guide prospects’ buying decisions, along with some creative ways for salespeople to tap into each one: More…
Why new customers defect
October 24, 2012 by Jim Giuliano
Research shows that it’s rare that a customer will drop you because of the quality of your product or service.
The 7 common reasons why sales are lost
October 12, 2012 by Ken Dooley
It happens. A sale that should have been made slips away. Do you and your salespeople know why?
Solution-selling or benefit-selling: What works better?
October 11, 2012 by Jim Giuliano
Do customers prefer hearing about solutions or benefits? Which approach is more likely to get the sale?
3 ways Sales can take advantage of LinkedIn updates to close
October 9, 2012 by Christian Schappel
It’s all systems go for LinkedIn’s new-look company pages. Initially, just a few companies could use them. Now every business can set one up, and they’ve got new features you can utilize to help close visitors. More…
Your company making this fatal planning flaw?
September 26, 2012 by Bob Hill
For decades, companies have insisted upon forecasting as a method of planning for almost every department. New research reveals that could be costing companies more than it’s earning them. More…
A way to make your website ‘sticky’ — and more profitable
September 19, 2012 by Jim Giuliano
With the holidays around the corner, it’s time to consider seasonal promotions. Here’s one that worked wonders for one company.
Strategies for negotiating with tough customers
September 5, 2012 by Ken Dooley
Negotiating in times like these can be difficult, as customers seem to hold all of the cards, unless you have strategies for shuffling the deck.
4 key metrics to determine your sales potential
August 30, 2012 by Bob Hill
Can sales be improved? How do I do it? With that in mind, here are four quantifiable measures any manager can use to uncover hidden opportunities and boost the bottom line:
6 keys to success in a buyer’s market
August 15, 2012 by Bob Hill
A marketing expert and scholar breaks down the keys to success in a buyer’s marketplace. More…
High-risk sales models that get results
August 2, 2012 by Bob Hill
Determining which sales model makes the most sense for your business is a little like trying to balance a scale – every change you make on one side is bound to have an impact on the other. More…
3 ways to turn objections into sales
July 30, 2012 by Ken Dooley
Because prospects are pressed to do more with less, they’re more determined than ever to get good value for their purchases. And to make the best purchasing decisions, they may ask more questions and raise more objections. When that happens, salespeople can turn the situation to their advantage.
Using the web to boost customer loyalty and sales
July 27, 2012 by Jim Giuliano
Your people in Sales and Service hold a no-cost key to creating more business.
3 proven factors that boost email response rates
July 23, 2012 by Bob Hill
The first challenge is getting prospects to open your email messages. The next is ensuring that they read your copy and, eventually, click through. More…
Overcome the biggest obstacles to closing
July 19, 2012 by Bob Hill
New research confirms in the majority of cases, when there’s a significant lapse in closing rates, it’s not them … it’s you. More…
