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Why 75% of employees say the boss is their biggest problem

August 22, 2012 by Bob Hill

The relationship between the employee and the boss is going downhill fast. And there’s a reason for it.  More…

Sales leadership in the 21st century

August 10, 2012 by Ken Dooley

Salespeople are bombarded with strategies for selling in a down economy. Not too much advice is devoted to a quality that may influence buying decisions more than any other factor – leadership. More…

Top 10 ways to ensure delinquent customers pay off their balance

July 16, 2012 by Bob Hill

While we certainly cannot advocate these strategies, there are plenty of times we wish we could:  More…

4 ways to turn customer feedback into sales, loyalty

May 25, 2012 by Bob Hill

Knowledge is power. And when it comes to selling, loyal customers are the most valuable source of knowledge a salesperson can hope for.  More…

4 ways to uncover hidden sales opportunities

April 9, 2012 by Bob Hill

The best way for sales managers to pinpoint all the opportunities before they start forecasting: Look at these four areas and determine how each can be used to impact revenues in the months ahead.   More…

7 strategies for overcoming prospect hesitation

February 15, 2012 by Ken Dooley

“We’d like to think it over” – six words salespeople hate to hear. They feel like their grip on the sale is slipping, so they scramble to tighten their grasp. But much too often, that tightening causes the sale to slip through their fingers. More…

4 ways to overcome stalling prospects

December 9, 2011 by Bob Hill

Buyer resistance is at an all-time high, but these four strategies can help salespeople turn reluctance into opportunity, transforming common objections into a valuable selling tool:   More…

2 sales-specific keys to success in 2012

November 1, 2011 by Bob Hill

A new study reveals more than half of sales managers are falling short of their goals in 2011. Here’s how to correct mistakes and come back strong in 2012. More…

The 1 thing all great entrepreneurs have in common

October 28, 2011 by Bob Hill

Four-time best-selling author Malcolm Gladwell breaks down what makes a great risk-taker. More…

2 ways to boost revenues when closing rates are down

July 25, 2011 by Bob Hill

Here are two strategies top managers use to keep profits soaring when prospects simply aren’t biting:  More…

7 success strategies for the changing world of sales

June 14, 2011 by Ken Dooley

The old rules don’t work like they used to. It wasn’t long ago that prospects welcomed salespeople. All it took to get an appointment was a telephone call. Schmoozing was in with lots of golf and trips. Those were the days. More…

Why prospects ignore e-mail (& 3 things you can do about it)

December 15, 2010 by Bob Hill

A major study reveals the biggest challenges e-mail marketers face, and three strategies top sales organizations are using to overcome them.   More…

The top 10 ways to build loyalty, long-term customer relationships

November 25, 2010 by Bob Hill

Repeat business is the foundation of a positive revenue stream. With that in mind, here are 10 strategies salespeople can use to cement their bond with buyers, and, ultimately, boost sales and loyalty. More…

Planning to break out of a slump

November 18, 2010 by Ken Dooley

The late Alabama football coach Bear Bryant used to say, “Have a plan for everything. You’ll know if it was right by the scoreboard.” And it’s a good idea for salespeople to follow the same advice, especially when in a slump. More…

Keys to keeping the prospect pipeline full, building relationships

November 17, 2010 by Bob Hill

In sales, if you can’t prospect, you can’t close. In a recent survey, when asked “How much time do you spend prospecting?” 29% of salespeople claimed they spend less than one hour a month prospecting. That’s not going to get it done. More…

Prevent a sales slump: Top 6 ways to motivate your team

September 14, 2010 by Ken Dooley


It can easily happen to everyone — a sudden slump that starts slowly and then snowballs. To prevent a slump, pin up these six strategies that’ll keep anyone on top. More…

Have your salespeople earned the right to sell to the top?

August 24, 2010 by Ken Dooley

“Sell higher, sell more!” is the message sales managers deliver to salespeople today. The logic is clear — get into senior execs’ offices and the opportunity increases to make larger sales and develop strategic alliances. More…

The No. 1 problem facing Sales — and what you can do about it

May 25, 2010 by Charlie Walker

Nearly 70% of B2B Sales pros say their biggest challenge today is … More…

4 follow-up strategies that open doors, close deals

May 10, 2010 by Bob Hill

More than 80% of sales are closed on or after the fifth contact, found a recent Association of Sales Executives study. That means persistence is still king, and these strategies are proven to increase your chances of closing: More…

What sets top sellers apart?

May 5, 2010 by Ken Dooley

Average salespeople set average goals, achieve them, and then go into a period of suspended animation, like a bear in winter. Top salespeople go about things a bit differently. More…


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