Categories for Sales Blog
January 13, 2021 8:21 am
Published by Dave Clemens
Sales is a profession of intense highs and thumping lows. One week you’re on top of the world because you closed a big sale; the next, you’re doing a post-mortem…
December 8, 2020 8:04 am
Published by Dave Clemens
Ever find yourself telling somebody – maybe a prospect – “This is what you need to do,” or words to that effect? If they’re honest, most salespeople would admit they…
November 11, 2020 8:51 am
Published by Dave Clemens
Despite what the infomercials say about “risk-free trials,” nearly every product or service carries some risk – and that probably includes whatever you sell. Financial investments may lose value. A…
October 14, 2020 8:35 am
Published by Dave Clemens
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 am
Published by Dave Clemens
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 am
Published by Dave Clemens
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 am
Published by Dave Clemens
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 pm
Published by Michael Boyette
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 pm
Published by Stephen J. Meyer
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 am
Published by Stephen J. Meyer
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…
