by Rob Fishman The upscale retailers I call “champions” – those who position themselves for success in a brutally competitive market – distinguish themselves by setting up a powerful long-term engagement strategy. They give customers
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The Cold, Hard Truth About Sales Negotiation Tactics
Each year, sales professionals leave billions of dollars on the table because they are outgunned, outmaneuvered, and outplayed by savvy buyers. Because today’s buyers have more power than ever before―more information, more at stake, and
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You Should Throw Out Your Traditional Sales Approach
Book Review by Andy Ghillyer The internet may have given us the convenience of one-click purchasing, but when you are contemplating a major purchase at work or at home, the sales transaction inevitably gets more
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The 5 Steps You Need to Generate Referrals
by Stacey Brown Randall The holy grail of business is bringing in new clients. And the holy grail of sales is generating those new clients by referrals. Because it is by far the easiest way
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Proven Sales Coaching Tactics for Breakthrough Performance
Sales coaching works. Those who do it right prove this, time and time again. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands.
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Adopt the Right Sales Mindset
Your new role in working with today’s well-educated customers is as a “business improvement specialist,” according to author Jill Konrath in Snap Selling: Speed Up Sales and Win More Business with Today’s Frazzled Customers. There
Continue ReadingThe Choices, Systems, and Behaviors that Drive Effective Selling
WHAT IT TAKES TO DRIVE EFFECTIVE SELLING In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes takes on one of the more intractable challenges of business: connecting the strategic choices and decisions made
Continue ReadingThe Art of Improvised Persuasion
Customers don’t want to hear sales pitches, so why do salespeople rely on them? In Ditch the Pitch, Steve Yastrow advocates, “Tear up your sales pitch, and, instead improvise persuasive communications.” Here is a humorous
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By the time you present your product or solution to the decision makers of a company, they have already done extensive research on the web, and compared your solution and that of your competitors to
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THE ART OF NEGOTIATION Mix Agility and Creativity into Negotiation Harvard Business School professor and negotiation expert Michael Wheeler gives ample praise to the groundbreaking book on negotiation by Roger Ury, Getting to Yes. He
Continue ReadingCreating a Powerful Sales Culture
“If you think about what it takes to close a deal, it is very much dependent on you, as a sales professional, to harness and leverage the skills and talents of everyone around you –
Continue ReadingBuilding Your Brand to See Sales Soar
Next week we’re offering you an opportunity to develop both your personal brand and your sales skills. We’re hosting two excellent webinars and it’s my guess that one plays well into the other. Before you
Continue ReadingThe Surprising Truth About Moving Others
TO SELL IS HUMAN WHY THE OLD RULES OF SELLING DON’T APPLY According to the Bureau of Labor Statistics, author Daniel Pink notes in his new book To Sell Is Human, 1 out of every
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