Sure, your company's mission statement says the customer is number one, but what are your people doing to back up those lofty goals?...
How companies can boost performance by shifting focus to the customer.
Smart sales managers work hard to avoid five afflictions that erode morale and performance.
Every member of your sales staff should be a "brand ambassador" who is able to explain your company's brand story in 30 seconds. By articulating your brand story, sales staff will convey your company's unique advantages, engage the customer, and...
According to Kurt Mortensen, author of the new book <i>Persuasion IQ</i>, there are 10 things you may be doing right now to cause people to resist you and your message....
The importance of choosing the right people for the right sales roles.
Don’t be intimidated by the most common negotiation tactics. See how you can prepare yourself and be successful in any negotiation scenario.
How to bring in new customers by offering strategic discounts.
In business, too much attention is paid to the cost of a solution to a problem. Jeff Thull explains why it's in everyone's best interest to instead focus on the cost of the problem itself....
Make sure your salespeople’s relationship-building skills are up to snuff.