» tag » Value

How to avoid the price-driven sale

November 11, 2011 by Ken Dooley

If it seems that all your customers care about is price, maybe your customers aren’t the problem.


3 lessons every company can learn from the Netflix debacle

August 10, 2011 by Bob Hill

When Netflix recently decided to change its pricing model, it set off a chain reaction that could ultimately result in the loss of nearly 3 million customers. More…

8 things today’s customers are thinking about

April 22, 2011 by Ken Dooley

Understanding how customers think gives salespeople a big edge. Here are eight key concepts that will help your team get a better understanding of what customers want today. More…

The Top 10 Things Salespeople SHOULD Be Doing

March 28, 2011 by Bob Hill

Recently, we posted a list of “The Top 10 Things Salespeople Shouldn’t Be Doing.” With that in mind, here are the top 10 things salespeople should be doing right now:  More…

5 ways to deliver more value

March 18, 2011 by Ken Dooley

A clear shift is taking place with prospects and customers. They want to know, “Where’s the value?” If this isn’t clear, they’ll go elsewhere.  More…

10 resolutions every sales manager should make

January 11, 2011 by Bob Hill


A well-known business expert lays out his ideas for how every sales organization can boost sales, loyalty and profits in the year ahead.  More…

Keys to selling value in a buyer’s market

December 16, 2010 by Bob Hill

Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business:  More…

5 ways to sell difficult prospects

November 5, 2010 by Ken Dooley

There are prospects that are tough to deal with. You know, the obstinate and contrary ones. They don’t appear to like other people, especially salespeople. And selling techniques that work with most prospects backfire with them. More…

Walmart proves why price-based selling is a huge mistake

October 21, 2010 by Bob Hill

Here’s a true cautionary tale every sales manager should pass along to their salespeople.   More…

Bolster the bottom line by thinking like prospects

October 13, 2010 by Bob Hill

Here are five strategies the best in the business use to think like their buyers and, ultimately, close more sales.  More…

The No. 1 secret to winning buyers in this economy

August 31, 2010 by Bob Hill


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…

Keys to winning more buyers in an online marketplace

August 27, 2010 by Bob Hill

In a world where prospects have instant access to online offers, discounts, pricing and customer feedback, these four strategies will help you attract (and win) more buyers:  More…

2 reasons prospects may no longer find your offer valuable

August 25, 2010 by Bob Hill

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…

Ways to maintain an edge that boosts sales & loyalty

August 19, 2010 by Bob Hill

Here are four steps sales pros can take to maintain strong relationships with their existing buyers and avoid losing them to aggressive competitors: More…

Cold calling: 6 keys to keeping prospects on the line

August 17, 2010 by Ken Dooley


Successful sales calls share the following characteristics: More…

7 changes in the marketplace influencing closing rates

August 4, 2010 by Ken Dooley

Closing today is a lot different than it was even a few years ago. Here are seven significant changes in the marketplace that have had a dramatic influence on closing rates: More…

Top sales pros reveal 9 secrets to taming tough economy

July 20, 2010 by Ken Dooley


The pressure is building. Prospects are more knowledgeable, demanding more concessions and more results. The good news: Even in these uncertain times many salespeople are delivering impressive results. Want to know how? More…

3 hidden metrics that unlock profits, sales

July 6, 2010 by Bob Hill


These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue:  More…

Get existing customers to buy more: 9 ways

June 22, 2010 by Ken Dooley

Customers are feeling pressure to get more done with less. That can be a good thing — for you. More…

4 ways to position yourself as an invaluable resource prospects want to buy from

June 14, 2010 by Bob Hill

Competition is tight, budgets are tighter. In order for salespeople to maintain their edge, they need to differentiate what they personally bring to the table.  More…


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2017-09-26 15:52

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