Common seller objections can slow a sale. Focusing on closed sales and current competition can help avoid stale listings.

Larry Vaughn, Sales Manager, Commercial Print and Mail Division, Thomas Printworks; Theresa Cloutier, SVP Marketing & Customer Experience, DMM, Inc.; and Barbara A. Pellow, Manager, Pellow and ...

There is no point in sugarcoating it: sales is synonymous with rejection. A salesperson faces rejection every single day, no matter how good their product or service is. If you are selling apps to ...

Customer objections are an unavoidable part of selling. While many sales reps think of customer objections as rejection, they are really a request for more information. Successful sales reps view ...

Guiding a prospect through the sales process is always tricky. No matter how many tactics you’ve implemented to increase your conversion rate, it seems that new sales team members, in particular, are ...

A Demo's Worth a Thousand Words: If they have a need for wireless-N, just demo it. For one music entertainment customer, I brought some gear over and set up a demo. Just dragged-and-dropped a raw ...

Has someone ever asked you a question and your stomach dropped, your skin pricked and all of a sudden, it sounded like you were underwater? Congratulations! That’s what it can feel like to get your ...

Many enterprise software startups at some point have faced the invisible wall. For months, your sales team has done everything right. They’ve met with a prospect several times, provided them with ...