News
20 Reasons Your Customer Will Say Yes – Part TwoNovember 21st 2014

In the first part of this article, we discussed ten reasons why it would be beneficial for your prospect to agree to choose your solution. All prospects and customers have to rationally and emotionally be connected at some level with the solution, or they may well have buyer’s remorse or incongruence about their choice. So it …

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20 Reasons Your Customer Will Say Yes – Part OneNovember 20th 2014

When I worked in sales a few years ago, we were always told to ‘walk in the customer’s shoes’ so that you could experience exactly what they were going through when they were conducting their businesses.

My team was successful in many ways, and I often asked what specifically made them successful, achieving their goals and targets …

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3 Ingredients for Sales SuccessNovember 19th 2014

By Daniel Goleman

“We have a brilliant systems analyst, but we’re afraid to put him in front of clients,” an IBM executive told me. “He’s rude and arrogant. The minute he sits down he starts telling the client what he thinks they need — never asks what they think, or even listens.”

The best sales people take the …

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This week’s top tip from Andy BoundsNovember 18th 2014

Every Tuesday, sales expert Andy Bounds shares his top tips to improve your sales and communications. This week’s is…

Get instant engagement by aligning your agenda with theirs

Have you ever been bored during someone else’s presentation?

Has someone else ever been bored during yours?

It’s notoriously hard to align your agenda to other people’s. And, failing to do …

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Improving Sales Coaching – What Do You Do When You’ve Done Everything?November 17th 2014

By Richard Ruff

Yesterday we got a call from a company about helping their sales managers do a better job of sales coaching. Since over the years we have published a lot about sales coaching and designed some very successful sales coaching programs for clients, we thought we might be able to help.

As we listened, that thought …

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