Below, you’ll find some sales related articles that cut to the heart of pressing, urgent, and costly problems that affect real businesses – like yours. These are all available free, and you’re welcome to share them with your staff, colleagues, and contacts.
Is your business doing well? Regardless if you feel that you or thriving, or merely, surviving, here are three tips to help you build the business right now: 1) Be flexible, creative and make an offer that people WANT. Don’t be rigid and stick to what you’ve always done before; old tricks just might not work. Do […]
Recently, I have encountered a slew of companies that are experiencing an extremely negative situation. Put in its most simple terms, they are experiencing client CHURN. One client is won, another is lost and they never seem to get ahead of themselves in terms of client profitability and retention. With the acceptance that it is […]
All from referrals? Wow, that’s really awesome. It’s a great thing. Still, let me throw out the following for your consideration: Could you do even better if you engaged in just a wee bit of marketing or lead generation? (You don’t need to do better? Ok, I hear you. That’s impressive.) Would you like to […]
After 32 years as a sales and business development trainer and consultant, I feel pretty secure in stating that I’ve seen the good, the bad and the truly ugly when it comes to sales and marketing efforts. Some of the businesses that you think would be superstars at their business development initiatives don’t actually “get […]
Many of us participate in meetings and training sessions on a regular basis. They can be helpful, informative, and conducive to growing bonds with colleagues. However, they can also be breeding grounds for those blatantly obnoxious individuals who you would just like to muzzle. You know the type – the person who never shuts up, […]
Cyber-introductions can be a time-efficient and effective way to bring two people together and start the networking ball rolling. When you are on the receiving end of a cyber introduction follow these simple guidelines: Don’t ignore it. Sounds crazy but there are folks that are on the receiving end of an introduction and do not […]
In an increasingly competitive market, the difference between you and your competitors often boils down to one crucial factor – customer service. The reality is that it has been proven time and time again that a company’s success often hinges on how customers view the service provided. While it’s certainly helpful to utilize technology to […]
Sometimes you are simply glad and relieved that a client relationship is over. The reasons are many but a few of the more prevalent are: They nickel and dimed you to death They beat you up over every single decision They changed direction on a daily basis They paid late They were unpleasant to work […]
For any salesperson, the objective of a sales call is to uncover a prospect’s needs, present a solution, and offer products or services if there is potential synchronicity. Many salespeople, however, disguise their request for a sales call, referring to it as a “consultation” instead, as if there is something seedy about meeting with a […]
My overwhelmingly depressing and totally exasperating experience as a prospect happened yesterday when I had the opportunity to be on the other side of the table from where I usually sit as the “sales trainer.” This particular sale attempt was being conducted over the phone and since I often train these skills it was an […]
