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How to mess up a company’s sales

Thousands of salespeople work in conditions that are stacked against their success. Even though it’s 2019, the belief persists that “nothing happens until someone...

Don’t settle for low-hanging fruit

When things aren’t going well, salespeople often give in to the quick and easy sale in an effort to get through the troublesome “dry...

Crack the prospect code

Why do so many meetings with prospects fizzle out and go nowhere? Is it just the way it is, so we should just accept...

It doesn’t hurt to be optimistic

Joe joined three people at a golf course to make up the foursome. The three friends teed off, but when Joe hit his first...

How to avoid losing customers to competitors

Many times, you hear a salesperson say, “We service the heck out of our customers. They’ll never leave us.” But then a competitor walks...

Relax, retailers are fine

When the forecasts landed earlier this fall for the holiday shopping blitz, all signs pointed toward a merry Christmas for retailers. But earlier this...

Follow these tips to keep top talent

The market for great talent has become very tight. Companies in a hiring mode are solidly in the hunt. They need more talent to...

How to get prospects to find you

“I am looking to further my prospecting techniques,” the salesperson wrote in his email. “It seems I need to increase my ratios by the...

Why housing is tanking in Northeast

Sales of new single-family houses were down 13.2 percent in September from a year earlier, the Census Bureau reported recently. That’s a lot –...

Fire up your sales force

A small-business owner was in trouble. She decided to call in an expert sales consultant to give her an outsider’s viewpoint. After she had...
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