4 ways to win more buyers in a down economy
October 28, 2011 by Bob Hill
Don’t let anyone tell you the economy’s bad for Sales. Nothing could be further from the truth. More…
October 28, 2011 by Bob Hill
6 words that paralyze too many salespeople
August 9, 2011 by Ken Dooley
This simple sentence is enough for some salespeople to leave a prospect’s office and never return: More…
6 ways to create a competitive edge
May 10, 2011 by Ken Dooley
There are six techniques that’ll help you stand out from the competition. More…
5 value-added questions that boost closing rates
May 10, 2011 by Bob Hill
In many cases, salespeople can pinpoint and address small — or even major — oversights by asking themselves these five questions upon losing a worthwhile prospect: More…
20-Minute Sales Meeting: Value-added presentations
October 28, 2010 by Ken Dooley
The No. 1 goal of every sales presentation should be: Keep buyers focused on value rather than price. How can you do this? More…
Adjust or perish: The changing role of sales professionals
October 12, 2010 by Ken Dooley
Change. Rapid change. Products becoming obsolete. Overnight industry revolutions. Start-ups, mergers, acquisitions, bankruptcies and reorganizations — no one has to learn more on the fly than those in Sales. More…
3 ways to turn reluctant prospects into loyal advocates
September 28, 2010 by Bob Hill
One in four customers who experiences a service problem never tells the responsible organization, according to a recent study by PeopleMetrics. And that’s a problem for sales organizations. More…
When prospects push you on price: 4 keys to closing more
September 21, 2010 by Bob Hill
When prospects are pushing for you to lower your prices, you’ve got to counter by explaining the value that’s already packed into your offer. Here are four tactics that’ll aid your cause: More…
The top 10 traits prospects value most
July 20, 2010 by Bob Hill
More than 1,000 decision makers were asked to describe what it means to be a great salesperson in one word or phrase. Here are the top 10 responses: More…
The No. 1 skill of exceptional salespeople
July 19, 2010 by Ken Dooley
Studies show the best salespeople do one thing that their less successful colleagues have yet to figure out: More…
20-Minute Sales Meeting: Increasing sales to existing customers
April 21, 2010 by Ken Dooley
Salespeople who stay focused on the needs of existing customers are less likely to be unseated by price-cutting competitors. They are also more likely to be rewarded with increased loyalty and repeat sales. More…
20-Minute Sales Meeting: Overcoming price objections
March 23, 2010 by Ken Dooley
When your customers are overly concerned with price, they’re delivering this message: More…
Strategies for negotiating when the customer holds all the cards
December 30, 2009 by Ken Dooley
When it seems as if customers hold all the cards — as in today’s market — negotiating with them can be difficult. Difficult, yes. Impossible, no. More…
Sales leadership in a tough economy
December 22, 2009 by Ken Dooley
Need a little extra ammo for that next sales meeting? Here are seven leadership tips that help salespeople during tough times: More…
