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

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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…

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…

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…

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…

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…

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

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…

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

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

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…

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…

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…

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

Successful sales calls share the following characteristics: More…

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…

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…

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

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

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…