Influencing the Decision to Win the Sale (Part 2)

Influencing the Decision to Win the Sale (Part I)

How does a done deal come undone? Your rep had a good relationship with a great contact, the right solution to meet the customer’s needs, and strong buying signals right up to the last. Then came the dreaded call: “Thank you for the proposal, but we’ve decided to go with someone else.”

Money Isn't Everything

Product Review - March

C’mon, Dave — who is the best sales trainer?

Reps aren’t the ones who need revving up!

You could have an endless budget to invest in training and it would only go so far if you and other frontline managers in your company aren’t invested personally in the process.

There’s a better way to select sales training

Getting Sales and Marketing to Work Together

Top Performers - March

PowerShot ELPH 530 HS

5 ways to keep cut-rate competitors from stealing customers

Few things frustrate salespeople more than competitors offering your current clients similar products or services at dramatically reduced prices. Sales coach Colleen Francis ( offers these five steps to close business without taking a huge bath on profits.

E-mail marketing tips from a recruitment guru

Clicks that clank

WWDD: what would Dogbert do?

Before he became a world-renowned depicter of the banality of corporate America with his “Dilbert” comic strip, Scott Adams was rejected for an arts school, and instead earned an undergraduate degree in economics from Hartwick College and an MBA in economics and management from the University of California-Berkeley. In 1997, at the invitation of Logitech CEO Pierluigi Zappacosta, Adams, wearing a wig and false mustache, successfully impersonated a management consultant and tricked Logitech managers into adopting a mission statement that he described as “so impossibly complicated that it has no real content whatsoever.”

Money Talks -- Part II

This is Part II of a two-part article. If you haven’t read Part I, you can find it here.

Money Talks!