Don’t Chase Away Shoppers: Turning Prospects into Customers
By Peter Lyle DeHaan, PhD I often share customer service stories in this column. While I prefer to pass on examples of excellence, they are … Read more
By Peter Lyle DeHaan, PhD I often share customer service stories in this column. While I prefer to pass on examples of excellence, they are … Read more
By Lance Cooper Millennials enter the nation’s sales teams as the most parented generation in history. Yet, many do not have the goals or plans … Read more
By Peter Lyle DeHaan, PhD When my office phone rings, I don’t want to answer it. This may seem odd coming from someone who has … Read more
By Joe Laipple Observing salespeople who operate at peak performance levels and do a good job – whether they are being watched or not – … Read more
By Brett S. Krantz, Mark D. Rasch, and Melissa A. Yasinow At stage left we see Jack Smith, the sales representative for Crown Corp., sitting … Read more
By Randall McKee Let’s assume increased sales are the first priority for your company, compared to customer acquisition. Let’s agree that your call center agents … Read more
By Sue McCrossin Wouldn’t it be great if every morning you turned on your computer and there were several targeted leads waiting for you in … Read more
By Jeff Thull If you are a call center salesperson, you can probably relate to this scenario. You spend days preparing a razzle-dazzle presentation. During … Read more
By Brian Tracy What is selling? In its simplest terms, selling is the process of helping a person to conclude that your product or service … Read more
By Peter Lyle DeHaan, PhD A few months ago, I was doing research on software designed specifically for periodical publishers. The general promise was that … Read more