If your sales message is to be seen in a positive light, it has to be delivered in a manner that your prospect finds acceptable. Telemarketing is...

Young companies have to get the word out, but they also can go broke doing it. A decade ago, America Online spent so much money flooding the planet...

There is no one-size-fits-all solution to wooing customers. For two decades, Dell Computer bypassed retailers and sold directly to customers, with...

Remember that the person is not the company. When interacting with people, keep in mind their title and size of company. Try to work your way up the...

Allocentrism is the practice of trying to see things from others' points of view. This is very useful in business just as it is in life. There are...

In the world of sales, the faster salespeople talk, the slower people listen.

When you’re capable of stimulating an epiphany in a sales prospect you’re assured of completing the sale now rather than at some point in the...