October 14, 2020 8:35 amPublished by Dave ClemensLeave your thoughts
No experienced salesperson needs to be told that you don’t want buyers dwelling on price if you can help it. Yes, most customers will be concerned with price, and that’s…
September 16, 2020 7:35 amPublished by Dave ClemensLeave your thoughts
It’s one of the most perplexing challenges salespeople face: Your prospect initially showed a lot of interest, she says she’s the one who makes the final decision, and she’s got…
August 12, 2020 8:49 amPublished by Dave ClemensLeave your thoughts
Any experienced sales manager has probably resorted to the time-honored tradition of the role-play in their sales meetings. You know how it goes: A couple of reluctant salespeople are dragged…
July 15, 2020 8:22 amPublished by Dave ClemensLeave your thoughts
You know how some things just kind of feel true? Like the idea that if you’re nice to people, they’ll most likely be nice to you back. Or that good…
October 21, 2019 1:35 pmPublished by Michael BoyetteLeave your thoughts
A long-standing belief in Sales suggests that the way to earn trust and loyalty among customers is to underpromise and then wow them by overdelivering. Another belief – which became…
August 2, 2019 4:30 pmPublished by Stephen J. MeyerLeave your thoughts
Because Micro-training is so new, few companies have a clear roadmap for deploying it. In fact, some hesitate to even try because they’re afraid they’ll launch an initiative and lay…
June 14, 2019 11:13 amPublished by Stephen J. MeyerLeave your thoughts
Wholesale distributors are feeling urgency to change their sales models, a joint MDM/RLI research study shows. Amazon Business is eroding wallet share and putting greater emphasis on price. Many distributors have…
June 10, 2019 10:19 amPublished by Michael BoyetteLeave your thoughts
On the first day of my first job in sales, I received the most valuable advice I ever got about selling. I was 30 years old and had accepted a…
June 7, 2019 2:00 pmPublished by Stephen J. MeyerLeave your thoughts
Companies want strong online video-based sales content in their LMS systems. Since creating it in-house isn’t always an option, you may opt to purchase it from an outside vendor. But…
April 3, 2019 9:37 amPublished by Mike BoyetteLeave your thoughts
When your customer gives you positive feedback, go ahead and enjoy it. You worked hard to earn it. But don’t leave it at that. Initiate a conversation to explore who they know who might benefit from what you provide.