Sales And Marketing

There are many uncomfortable questions that we need to ask as consultative salespeople. The greatest value of these questions is t...

Tip Sheet #9 from Doing the Right Things Right by Laura Stack The greatest advantage of teamwork is that it achieves what individu...

Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people ha...

I was speaking to a client the other day who joked, “E-books are the new white papers.” He was kidding, of course. He knows al...

What is it? It’s a rule to help you measure a customer’s true interest & the quality of an opportunity. Why is it importa...

The following technique can work for just about any profession. But for the sake of illustration, imagine you’re a freelance cop...

Finally, after many calls, emails and conversations, you get a nibble. The customer tells you they are ready, interested & wil...

How you ask a question will make a big difference in how it is answered, and the impact that has on your ability to move the proce...

Everyday leads all over the world go unfulfilled. Why? Because the sales person simply can’t get hold of the leads. So … If yo...

Most people in sales see themselves as forward looking, bright positive people, after all, we make a living helping people, right?...

When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel...

Feeling slammed? Let me guess. You’re under intense pressure to meet your monthly numbers. It’s impossible to keep up with all...