Don’t Chase Away Shoppers: Turning Prospects into Customers
By Peter Lyle DeHaan, PhD I often share customer service stories in this column. While I prefer to pass on examples of excellence, they are … Read more
Sales Articles
Seven Ways to Keep Young Sales Reps from Crashing and Burning
By Lance Cooper Millennials enter the nation’s sales teams as the most parented generation in history. Yet, many do not have the goals or plans … Read more
How Do Your Prospects Perceive You?
By Peter Lyle DeHaan, PhD When my office phone rings, I don’t want to answer it. This may seem odd coming from someone who has … Read more
Why Traditional Methods for Motivating Salesforce Don’t Work
By Joe Laipple Observing salespeople who operate at peak performance levels and do a good job – whether they are being watched or not – … Read more
Creating Signed, Written Contracts Over the Telephone
By Brett S. Krantz, Mark D. Rasch, and Melissa A. Yasinow At stage left we see Jack Smith, the sales representative for Crown Corp., sitting … Read more
Turn Your Call Center into a Sales Center
By Randall McKee Let’s assume increased sales are the first priority for your company, compared to customer acquisition. Let’s agree that your call center agents … Read more
Using the Internet for Lead Generation and Lead Tracking
By Sue McCrossin Wouldn’t it be great if every morning you turned on your computer and there were several targeted leads waiting for you in … Read more
The Fatal Sales Presentation Trap
By Jeff Thull If you are a call center salesperson, you can probably relate to this scenario. You spend days preparing a razzle-dazzle presentation. During … Read more
Selling to Today’s Customers
By Brian Tracy What is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service … Read more
When Shall I Check Back With You?
By Peter Lyle DeHaan, PhD A few months ago, I was doing research on software designed specifically for periodical publishers. The general promise was that … Read more