Are Your Relationships a Help or a Hindrance?

Positive customer relationships are the basis of much B2B business, right?  Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, and even provide us with a competitive edge.  It’s...

Managing Your Attitudes

We’ve all heard about the importance of our attitudes. Usually the directive goes like this; “XXXXXXXXXX, you need to improve your attitude!” Fortunately, there is a lot more to attitudes than just the oft-spoken refrain to improve ours. ...

Learning about the Competition

As salespeople, we love to complain about the competition.  Unfortunately, complaining doesn’t do us any good.  A better approach is to create a system to learn about the competition.  Knowledge of the competition — not only their strengths...

Is it the low price, or the high risk?

“Low price, low price, low price.”  It’s the mantra that sales people in every industry segment are hearing more these days than ever before.  But, is low price the motivating factor in a customer’s decision to buy? Here’s a...