5 questions salespeople don’t ask (even though they should)
January 2, 2012 by Bob Hill
In life and in Sales, sometimes it’s the most awkward questions that lead us to the right answers. Here are five sales-centric examples: More…
January 2, 2012 by Bob Hill
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…
The value-added secret 91% of world-class companies rely on
July 5, 2011 by Bob Hill
Nine out of 10 world-class sales organizations make it a priority to formalize their value proposition regularly, according to a recent Miller-Heiman study. And that’s not nearly all. More…
4 ways to capitalize on buyers’ needs – and close
May 23, 2011 by Bob Hill
There’s a significant gap between what buyers want and what salespeople think they want. More…
Beat the competition by thinking like them: A 3-step strategy
April 18, 2011 by Bob Hill
In order to close deals, salespeople have to break down each customer on an account by account basis. Here’s how: More…
Developing a top-notch sales approach before the initial handshake
March 10, 2011 by Bob Hill
Pre-call planning is crucial, and so are these four steps: More…
9 questions every sales pro must be able to answer
February 22, 2011 by Bob Hill
Sales leaders who expect to win more business make it a priority to learn (and teach their teams) the answers to these nine questions: More…
What reps must do to link value to prospect needs
January 13, 2011 by Ken Dooley
There are two fundamental reasons why prospects may not buy after listening to a sales presentation: More…
Change-Centric selling: Keys to profitable customer relationships
December 22, 2009 by Ken Dooley
As the economy turns around and your salespeople regain their footing, companies will go through radical transformations. To succeed, your salespeople must not only adapt to change, they must lead change. More…
