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Business Journal Column

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How to achieve differentiation when selling a commodity

Differentiate yourself by solving the problems your buyers face rather than trying to differentiate commodities.

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The needs analysis questions salespeople must ask prospects

Just about every sales book ever written preaches about the importance of needs analysis questioning. The challenge that salespeople face is determining which questions to ask.

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Mastering the two most powerful words in sales

These are two words that, if mastered, will take your sales career to new heights. You’ll earn more than you ever have before. Your bond with clients will be tighter.

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Are salespeople about to become extinct?

Top salespeople know that buying is evolutionary. It’s ever-changing, which means salespeople have to continuously adapt to succeed.

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Is your sales process creating sales robots?

It does not matter what you sell. Without passion for the solution, you become a sales robot and miss out on the biggest differentiator you have to leverage.

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What did you call me? The power and peril of salesperson titles

When a salesperson is handed a title, he immediately derives a message from it — and so will his clients.

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How to find salespeople who want ‘your’ job, not just ‘any’ job

Does your candidate want any job other than the one he has or is he passionate about this specific sales role?

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3 keys for avoiding a sales hiring nightmare

Every executive shares the same dream of hiring a great salesperson who brings in millions of dollars of business. But, more often than not, the reality is a disappointment and sometimes even a nightmare.

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Help! My salespeople can’t write!

As you think about the sales roles in your company, does the position include writing freeform emails and documents? If so, follow these tips to make sure candidates’ writing is solid.

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All buying decisions come down to price

Buyers seek answers to the same questions as salespeople when trying to justify spending a penny more for something that appears, on the surface, to be the same as something else.

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Learning from the deals your salespeople lost: The sales inquest process

There is much to be learned from a lost sale. And, it’s not just salespeople that learn from these experiences, but also sales leaders and senior executives as well.

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Use crime-solving strategies to become a B2B rock star

Could you imagine if the police’s crime-resolution strategy was to knock on every door and ask if the homeowner committed a crime today? That’s absurd, yet it’s just what salespeople do every day.

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Why salespeople aren’t like professional athletes (but should be)

Athletes invest time in their knowledge and skills outside of competition to ensure they deliver when the game counts. Salespeople need to be doing the same thing.

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How to pick the right sales job

Here are eight areas to explore with potential employers to get the information needed to make an informed decision on your next sales job.

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Hiring salespeople based on ‘attitude’ is flawed

Countless books, blogs and articles have been written on the subject of hiring salespeople. Most experts say, “When it comes to hiring salespeople, hire those with a great attitude and are a cultural fit with the organization. Don’t worry about candidate sales knowledge and skills because those can be taught.” There is a missing piece of the puzzle.