The late Apple co-founder will be remembered for a number of things, including his ability to attract and captivate audiences and the media. An analysis shows he used the same formula — one that anyone else can employ. More…
Never mentioning the competition is an old selling rule that has some merit. But what should you do if your prospect brings up the competition?
Dealing successfully with senior executives requires an understanding that the audience is unique and must be treated differently than other prospects.
Dealing successfully with senior executives requires an understanding that the audience is unique and must be treated differently than other prospects.
A well-established relationship can look invincible, but it may not be as secure as it appears, especially during difficult times. Customers are more accessible and open to listening to competitive proposals when the economy is weak.
Listening skills are important in every stage of the selling process, but they’re critical when a customer is angry.
Selling to these types of prospects isn’t easy. But it can be done by using these five tactics: More…
Selling via the web is like speed dating – if you don’t make an instant connection, prospects will more than likely move on to someone else. More…
The new rules of selling require your salespeople to know and master old tactics, but to use them in a different way. More…
Prospects are all different — and every presentation must be carefully tooled to win them over. More…
Companies are still buying, but many of the buying decisions are being made higher up the executive ladder. And selling at the executive level requires a different set of skills and strategies. More…
Thinking like a customer isn’t just an interesting option — it’s required by today’s customers. So here are five mistakes that may keep you from understanding and responding to customer needs: More…
Budgets are tight, and competition is tighter. Right now, most buyers feel like you need their business more than they need you. But here are five ways to turn the tables and create an atmosphere where they’re bargaining based on your terms. More…
| NASDAQ | 2904.08 | ||
| S&P 500 | 1347.05 | ||
| INTC | 26.64 | ||
| PFE | 21.05 | ||
| NOVL | 0.00 | ||
| MSFT | 30.35 |
