Why do customers take their business elsewhere? Sure, sometimes it’s about dissatisfaction with the quality or price of the product or service. More often, though, it’s about dissatisfaction with people. More…

A closer look at these two metrics could reveal what (if anything) has been holding Sales and Marketing back: More…

 At the beginning of every football season, the great Green Bay Packers football coach, Vince Lombardi, would gather his players into a conference room. Walking into the room, he would hold up a ball and say “Gentlemen, this is a football.” There was a good reason for his approach. More…

Here are several simple ways to maximize your online sales and marketing efforts, and convert more prospects: More…

Ask your salespeople to come up with reasons why their customers buy and they’ll probably come up with four common — and wrong — answers. More…

Cell phones are a necessity for most salespeople these days. But a lot of the expenses that come along with cell phones aren’t. Here are five ways to reduce those costs and streamline your budget: More…

How did this happen? The customer didn’t like the new rep. There were mistakes in the billing paperwork. The product arrived damaged. And finally, that customer decided to take his business elsewhere. More…

Warren Buffett is one of the most successful entrepreneurs of all time. Here are three priceless sales takeaways from his keynote address at Berkshire Hathaway’s 2009 shareholder’s meeting: More…

When sales are down, anxiety is high. But fear not, here are five ways to secure your place with the company long-term: More…

Here are five tips that will help your salespeople set clear objectives and get the information they need to meet them. Bring them up at your next sales meeting. More…

The key to any good incentive isn’t what it costs, but how it impacts performance. With that in mind, here are three incentives that boost motivation without breaking the budget: More…

What can every sales organization learn from Amazon’s seemingly impossible 42% jump in sales during the final quarter of 2009? More…

When you send a message to a prospect and receive either no feedback or negative feedback, ask yourself if you blew past any of these communication red lights. More…

Here are five ways to stay ahead of the curve in a saturated marketplace and boost your closing rates while competitors are struggling: More…

Americans want to do more and buy less, according to several recent studies. The question is how can you turn that into a competitive advantage and win more business? More…

The Web has opened a whole new universe of possibilities for boosting sales. Here’s how some of the best in the business are cashing in. More…

Consumer spending and the housing market are two leading indicators of economic recovery. So what does it mean for sales when one’s up and one’s down? More…

Hindsight is 20/20, and looking back, it’s easy to see why these five highly publicized launches soon fizzled: More…

Some sales organizations are skeptical of social networking’s ability to increase revenue. But these six no-cost business models prove it’s a resource every salesforce can capitalize on: More…

The greatest barrier many salespeople face is known as the “gatekeeper,” the one who figuratively holds the key to the decision-maker’s door. More…