More than 70% of prospects say they’d be willing to pay as much as 10% more for a product or service if a company … More…

If your selling processes haven’t changed and your closing rates have dropped anyway, a well-known sales expert has two theories as to what’s hurting your business. More…

When one of your salespeople claims that a customer left for a lower price, you’re probably hearing an excuse. More…

Today, quality of service has become so essential that those who lead the way in service excellence have a powerful competitive advantage. More…

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…

With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why? More…

One of the hottest phrases in business today is “24/7.” Recognizing that we’re in a very competitive and very global economy, there’s a growing awareness that we have to be available around the clock to meet customer needs. More…

The projections are in, and the results show some clear winners and losers. More…

Any organization with road warriors knows that having Web access on the go can be a big productivity booster, but the big question is: How many companies are willing to pay for their workers to be connected in flight? More…

There’s no one better at boosting buyer loyalty than these 10 companies. But what’s even more intriguing are the two practices they all have in common, and you don’t have to be big to implement them at your company. More…

What’s the leading complaint customers make about salespeople in today’s difficult economy? Ask your staff this question and you may get a range of answers, but probably not the correct one. More…