By Tom Reilly While talking to my publisher at McGraw-Hill about Value-Added Selling, he said, "Tom, what we really like about Value-Added Selling is that it is an evergreen topic." This is a publisher's way [...]

By Paul Reilly Our research shows that only 36 percent of salespeople believe they offer buyers a compelling reason to choose their solution over the competition. Where’s the confidence? If you’re not convinced of your [...]

By Paul Reilly I noticed something interesting on a recent Southwest flight. I approached the gate and the boarding process had already begun. I was running late and they were already on boarding-group “B." Since [...]

By Tom Reilly “If you aim at nothing, you will hit it every time.” Zig Ziglar Our best sales practices study helped us identify what makes top achievers successful. A distinguishing factor among top-achievers is [...]

By Paul Reilly   Banking is a value-added industry—it always has been. As other industries are scrambling with technology to build stronger relationships with their customers, banks have always recognized that the best competitive strategy [...]

By Paul Reilly There is a legendary tale about Pablo Picasso selling a sketch. Picasso was sitting at a café and sketched a bird on a napkin. He finished his coffee, crumpled up the [...]

By Paul Reilly In our latest survey, we asked salespeople if it’s harder to differentiate their products, their company, or themselves as the salesperson. Fifty-four percent of salespeople indicated that it’s hardest to differentiate their [...]

By Paul Reilly Have you ever asked a salesperson for a discount just to see if you would get it? If you’re like most people, you have. If that salesperson was like most, he or [...]

By Paul Reilly Based on years of research, we've identified the biggest and costliest mistakes that salespeople make in tough times and tough markets. Understanding these mistakes will give you an edge in your market. [...]