Some of the biggest challenges for any business are effectively managing interactions with prospects and converting prospects into customers. (more…)
Do business relationships imitate personal relationships? YES! First, it starts with understanding why people ‘like” certain personal & business relationships…
It’s clear that the buying process is fundamentally changing. Both business buyers (B2B) and consumers (B2C) are increasingly using online…
There are many uncomfortable questions that we need to ask as consultative salespeople. The greatest value of these questions is…
Tip Sheet #9 from Doing the Right Things Right by Laura Stack The greatest advantage of teamwork is that it…
Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales…
I was speaking to a client the other day who joked, “E-books are the new white papers.” He was kidding,…
What is it? It’s a rule to help you measure a customer’s true interest & the quality of an opportunity.…
The following technique can work for just about any profession. But for the sake of illustration, imagine you’re a freelance…
Finally, after many calls, emails and conversations, you get a nibble. The customer tells you they are ready, interested &…