Increase your B2B sales: 5 things that indicate a company will be seeking new suppliers According to author and consultant Craig Elias, the author of Shift!: Harness the Trigger Events that Turn Prospects into Customers, there are generally applicable…
3 mistakes to avoid in pricing Pricing is a complicated procedure. Not only production and operating costs…
Prospects must talk. How to make it happen? Every salesperson has experienced it: during the pitch, prospects have no…
4 tips on how to be better at persuading people Being a successful salesperson means, among other things, the ability to be…
A strategy that will have clients chasing you It sounds like a fairy tale: instead of you "wooing" prospects, the clients…
Key to success: Go beyond your comfort zone Human beings are, to a large extent, creatures of habit. In many cases,…
The specifics of selling to big corporations The differences between B2B and B2C selling are quite clear: B2B is more…
Ideal vs. reality: Why the customers' beahivor is different from what we expect You have finished your presentation, the arguments supporting the reasons…
Some advice on preparing a sales plan for the year 2016 As the end of the year is fast approaching, it is time to prepare business…
10 things successful salespeople avoid Steve Jobs said: Deciding what not to do is as important as deciding what…
Why should most salespeople learn to be quiet The typical image of a salesperson is a fast-speaking, active and …
8 most common reasons for rejecting a business proposal Rejection from prospects is a daily occurrence for most salespeople but…
What to do when a prospect thinks your competition is offering a better deal No matter what business sector you are in, there will always be someone…
