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But the problem is, customers seldom see it the same way we do-which shouldn't be a shock to anyone. Too often, we're an interruption. We divert them from the stuff they need to get done today. We spend all our time talking about ourselves, our products, our companies. Read More

How To Send An Introductory Email: Sue Hershkowitz-Coore, the author of Power Sales Writing, goes over numerous tips and tricks on connecting with prospects in this segment from a recent interview. In this segment, Sue talks about How To Send An Introductory Email. Read More

More than ever in today’s economy, it is critical to understand what motivates people to whip out their wallets and make a purchase. What’s the best way to drive traffic into your retail store or business and keep sales strong? Read More

Without a clear strategy you will lose opportunities of doing PR that will not come back, react too slowly and lessen the impact of what you are doing.Are you taking timing,lobbying, scoops, headline news and anniversaries into account? Read More

Hitting the number is how we tend to measure sales performance, but it's really a terrible indicator of whether the organization is performing to the highest level possible. Hitting the number only tells you that you've hit the number--but it tells you little about performance. Read More

The more I thought of this, the more I became convinced that while that may be the current answer, it really shouldn't be the answer. The answer really needs to be everyone in the company. Sales and marketing are really the last mile, or perhaps the most visible people within the organization, but Read More

A scannable digest of all our posts about Sales Compensation. Topics include: pay for performance, new products, commission calculator, comp design & planning. Read More

Recently, I've been reviewing a lot of closing presentations. It's been for a variety of companies, in different industries, giant and small, around the world. They are all resoundingly the same---and deficient. They're also a reflection of our sales strategies, so they are, to a degree a reflectio Read More

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” [...] Read More