Articles

Neil Borden's concept of the Marketing Mix has been the recipe for marketing success for decades. This is sometimes referred to as the 4-P's: price, product, place, and promotion. Salespeople and their companies fit into [...]

By Tom Reilly Having started two successful businesses during recessions and having learned how to sell in a tough commodity market, I feel uniquely qualified to write on selling in tough times and tough [...]

The five most dreaded words salespeople hear are: Your price is too high! Just because the customer raises a price objection doesn't mean you have to lower your price. Just because someone doesn't want to [...]

Leadership is critical in tough times because employees take their lead from their leaders. Forty-seven percent of executives say that communicating and motivating are the most important thing they can do in tough times. Leaders [...]

Most companies I work with want to develop a value added sales culture because it sounds good. And who wouldn’t want to compete on value added versus price? To create a value added sales culture [...]

Is your sales presentation so compelling that the customer is more anxious to buy than you are to sell? If so, you know that closing is never a problem. These three tips will help you [...]