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What is the principle of sunk cost, and how can it be practically applied to sales? For it certainly can. Sunk cost is a principle of economics. Sunk costs are costs that a company has already invested in products or services that must now be profitably recovered. These are costs that your company has already ...

Lisa loves being a top contributor to SalesPOP! for a variety of reasons. “The quality of the SalesPOP! blog is very high,” she says. “I’ve been asked to be a contributor to many E-newsletters and blogs over the years, but SalesPOP! is the best by far. The target audience for SalesPOP! is very similar to ...

Each year, Richardson Sales Training surveys sales challenges that professionals anticipate in the coming year. Here are 6 key ones, with solutions.

Does great sales leadership have a formula? Maybe not, but it will be found that all great sales leaders who achieve great sales success share common characteristics. Throughout my 25-year career in corporate sales, I’ve had the pleasure of working for (and with) a good number of fantastic sales leaders. They were highly inspirational people ...

As the B2B landscape changes and evolves, companies continue to ask themselves the question – how can we improve sales productivity? Unfortunately, there are many misconceptions woven into the fabric of today’s B2B sales culture. Until these incorrect beliefs and practices are corrected, sales reps won’t achieve their productivity goals. So follow along as we ...

It is often said that for business success, sales networking is essential. But if we’re honest, there are few of us that are actually good at it. Networking is either avoided altogether, or presented with a face-to-face networking situation, we fail to really engage and exploit the opportunities the encounter offers. Why does this happen? ...

The America’s Cup race team is highly selective about which sailors are allowed to crew the ship. If the team wants to win, the best people are needed. A company should be equally selective about who sells its products or services. Your salespeople are your face to the customer and they play a large role ...

We’ve learned a thing or two about hiring salespeople in the 19 years I’ve been running a company of for-hire senior level Door Openers®. Most sales VPs–and, for that matter, business owners–know the difference between farmers and hunters in sales. What they may not know, however, is that not all hunters are created equally. There ...