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Video is perhaps the most valuable tool for the sales professional today, and used properly can help establish you as an expert, evaluate your presence in the industry, and help you prospect. Think that is crazy talk? Well, I invite you to join me for this episode of my YouTube show Cap’s Car Cast. Enjoy ...

Editor’s note: This blog post is part of our ongoing series of True Sales Tales. Today just about every successful company runs on processes, for sales, for manufacturing, for development and for many other purposes. But some 20 years ago, a process wasn’t so commonplace–and evolution of a standard development process not only helped save ...

Satisfying your customers isn’t good enough in today’s competitive markets. Meeting their needs falls short of earning their loyalty. You need to dazzle them; leave them “breathless” whenever they touch your organization. Here are three steps sales leaders can take: 1. Hire “human-being lovers” – salespeople who have an innate desire to serve their fellow ...

Before taking a sales management position, I highly advise that you ask these questions. The answers will really help you decide if you’re making the right choice.

As anyone in a sales position knows, a CRM solution is only as good as the data that can be extracted from it and used to control and manage sales. This is especially true in today’s hectic, lightning fast, highly competitive sales environment. One of the crucial ways in which CRM data is expressed is ...

Henry Ford once remarked, “A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large.” It must be true given the sheer number of case studies and books that have been written on the subject. It seems that for a great many businesses, exceptional service has been a ...

Salespeople and traditional sales training must face an inconvenient truth. A salesperson only gets a sale if his/her customer first decides that salesperson will be getting that sale. Salespeople are in the decision business. In other words, salespeople’s success depends upon the decision making of others. Salespeople must remember that there’s another conversation going on ...

Client-facing personnel have to answer a lot of questions; sometimes they are hard questions, especially when they are about money, when the client needs to take action to provide you with something your team needs, or if there is a particular point of contention that needs to be addressed. In these situations it can be ...