In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood - everywhere except in sales....

That is the question on every customer’s mind. It is the final determiner of every buying decision. Unless you are talking to the owner of a company, nobody cares deeply about dollars saved or productivity improvements. What most corporate buyers really want to know is, “How will I be better off...

A lot of salespeople are good at organizing. Some are even good at strategizing. But very few know how to use those skills to devise an effective, repeatable plan for gaining commitment from customers—a plan that begins to take shape before you make your first sales call....

Top salespeople have three secrets that make them more successful prospectors. They have a well-defined approach for getting in the door. They identify the best prospects. And they conquer call reluctance....

The greatest hidden asset in any company is the untapped potential of its sales force. The best investment opportunity available to any company, or salesperson, is to unlock that potential. How many other investments can show a documented ROI of more than 3:1 in 90 days and 14:1 in the first year?...

Any number of traits and characteristics may contribute in some way to sales success: an outgoing personality, the gift of gab, etc. But while innate personality traits can be talked about, they can’t really be taught....

Every salesperson operates within a business environment and a performance system that is driven by concrete business goals. If you want real, measurable improvement in hitting business targets, everyone needs to know what those targets are....

Companies that want to capture more business from their existing customer base often devise loyalty programs as the means; they combine discount pricing with technology or special services, then try to sell customers on implementing the program....

Research shows that even a customer who is perfectly satisfied with your company, your products, and your salespeople will nevertheless leave you for a competitor who offers a more attractive deal....

If customer loyalty means a bond that will outlast the next attractive offer from your competitors, then loyalty cannot be bought with discounts or special programs....