Bolster the bottom line by thinking like prospects
Here are five strategies the best in the business use to think like their buyers and, ultimately, close more sales. Understand the long-term vision: In today’s turbulent marketplace, most prospects...
View ArticleThe 4 biggest reasons prospects say ‘no’— and overcoming them
Between tight budgets and stalling prospects, there are plenty of obstacles for salespeople to overcome these days. But there are four specific reasons the majority of today’s buyers won’t agree to a...
View ArticleCommon traits of top closers
Not everyone can duplicate what makes a sales superstar great, but instilling these four traits in your salespeople could have a major impact on closing rates. 1. The ability to overcome ‘sales...
View ArticleThe top 10 ways to build loyalty, long-term customer relationships
Repeat business is the foundation of a positive revenue stream. With that in mind, here are 10 strategies salespeople can use to cement their bond with buyers, and, ultimately, boost sales and loyalty....
View ArticleMore bang from holiday e-mail
Here’s one way to ramp up the ROI of your holiday e-mail blitz. Begin your prep work with an examination of what worked — and what didn’t — last year. What kind of messages or tactics generated the...
View ArticleDoes your IT know all about SSD?
Has your IT team moved to the new Solid State Disk drives for storage of important data and applications? Have you asked them the right questions about this new technology? In case you haven’t, here’s...
View ArticleKids surfing the Net – while still potty training
There’s a large segment of the market companies are overlooking: the Pre-K crowd. Four out five U.S. children who are five and younger use the Internet every week, according to a new research report...
View ArticleThe Top 10 Things Salespeople SHOULD Be Doing
Recently, we posted a list of “The Top 10 Things Salespeople Shouldn’t Be Doing.” With that in mind, here are the top 10 things salespeople should be doing right now: Setting consistent goals that...
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Lucky 7: Ways to turn lost sales into goldmines
It’s estimated that four out of five deals are closed with buyers who’d previously rejected a similar offer. So prospects who rejected you yesterday may be ready to buy right now if you approach them...
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How to develop a comp plan that maximizes sales, satisfaction
It’s the age old question: How do you build a compensation plan that encourages salespeople to close deals for the right reasons? The answer, according to Wharton management professors Adam Grant and...
View ArticleBeat the competition by thinking like them: A 3-step strategy
In order to close deals, salespeople have to break down each customer on an account by account basis. Here’s how: Identify the crucial components of the account. Who is this prospect? What are his/her...
View ArticleWhat makes customers loyal — and what doesn’t
Valuable research uncovers the top reason most customers complain, and what drives them into the arms of competitors. The study, conducted by the consulting firm Accenture, found: More than a third of...
View Article$50 billion question: Why do customers bail?
There’s proof: Research shows a direct correlation between a company’s ability to manage customer experiences online and the revenue that company generates. For some, it’s a billion-dollar problem:...
View ArticleLess than 1/3 of Americans optimistic about economic recovery
A new Wall Street Journal study reveals consumer confidence is sagging again, but this time Obama’s not to blame. The study, which the Wall Street Journal conducted in conjunction with NBC News, found...
View ArticleThe proven selling tool that closes 20% more deals
Statistics say this underutilized resource could be the best way to send sales skyrocketing. Companies that provide reps with a wealth of “sales intelligence” prior to the initial sales call are 20%...
View Article6 closing myths that cause (and extend) sales slumps
Here are six closing myths that can lead to lost sales and extended selling slumps. They’re worth sharing at your next sales meeting. How you close is the key to getting the sale. Research shows that...
View ArticleCatch ‘em with kindness – not clutter
Nobody likes clutter – especially on a Facebook page seeking to build fan support. That’s one of the three customer killers, according to a recent survey published in Advertising Age, that lead...
View ArticleWhat makes online ads appealing? The $31 billion question
Does it annoy you when those dancing pop-up ads merrily skip across your screen when you go to a website? What about those uninvited, animated come-hither characters? You’re not alone. Recent research...
View ArticleAre you reaching customers in the ‘digital desert’?
If you had to guess the percentage of Americans who dwell on the dark side of the digital divide, what would it be? 5%? 10%? What about 20%? Answer: 20% of U.S. adults, for a number of reasons, have...
View Article5 myths about today’s customers
A growing amount of research has found satisfaction is a poor predictor of the most important of all customer service goals: Will customers who buy once keep coming back for more? The research...
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