Frequently salespeople are thinking about what they should or will say at the expense of what the customer is actually telling them. It’s no wonder so many sales calls fall apart after the salesperson misses a key point made by the prospect. More…
There are seven deal-shattering mistakes salespeople typically make when talking to CEOs, owners of companies and other high level prospects. More…
No matter how angry or upset they are, customers know that mistakes are bound to happen. What they’re watching for is how your salespeople handle the the problem. More…
What’s the number one quality customers demand of salespeople? More…
“You never get a second chance to make a good first impression” is one of the great myths of selling. No matter how much your salespeople prepare, not every first impression they make is going to be a winner. More…
How well do your salespeople know today’s customers? More…
There are tons of eager job candidates out there these days. Here are five ways to ensure you’re really hiring the best person for your next Sales opening: More…
Do your customers see you as nothing more than a vendor, and not as a trusted consultant? If so, here’s how to make the switch.
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The pressure is building. Prospects are more knowledgeable, demanding more concessions and more results. The good news: Even in these uncertain times many salespeople are delivering impressive results. Want to know how? More…
If your customers and prospects can’t quickly explain why you’re different from others in your industry, you may be in trouble, especially during an economic slump.
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These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue: More…
Salespeople get a lot of advice about what they must do to keep their customers and find new ones in a tough economy. Some salespeople are guilty of “inactions” that hurt their results. More…
Research has identified 11 factors that differentiate high achievers from ordinary sales and marketing folks. More…
The first meeting with a prospect may be do-or-die time for salespeople. Phone conversations, e-mails and letters can all be effective tools of persuasion. But face-to-face presentations are the heavy artillery of persuasion. More…
Leadership is a critical characteristic of any successful sales or marketing manager. But what is it that sets leaders apart? More…
When done properly, marketing and sales communications eliminate any and all doubts prospects have. But before a message can accomplish that, it must contain these five ingredients. More…
A lot of companies are missing out on a likely source of new sales: former customers. More…
Some prospects and customers are angry, irrational, emotional, demanding, close-minded, illogical or rude. Every conversation is a conflict. Every sale is a test. Every contract is a headache. Every meeting is a battle. Every deal is a war. More…
It’s exciting when your company comes up with a new product or service. But the real test is to get customers or prospects to share that enthusiasm and buy. More…
With so much talk about tough times and tight budgets, these five industries are in a position to thrive — and maybe become your customers: More…
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| GE | 15.15 | ||
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