Buyer’s value for many in sales is quickly presumed to be seller’s value. After all, value is value, isn’t it? colleague, Tibor Shanto , in a recent video blog shared his thoughts about defining value as well as other words within the sales process if the goal to increase sales is to be achieved. Sales Training Coaching Tip:  By defining shared words creates greater clarity and will improve the desired results not to mention save miss communications and other limited resources. Sales Training Coaching Tip:  Miller’s book deserves a place in your  library. MORE >>

The relationship with a company doesn't finish when money changes hands. Even if it's a retail transaction, often that's only the beginning. Especially with increased competition, companies are under extra pressure to ensure that they not only satisfy their customers' expectations for after-sales service, but exceed them. Nine West recently did just that, and what might have been a one-time purchase may turn into a long-term relationship. There’s more… To read the rest of this blog posting click here or visit www.1to1Media.com/weblog. MORE >>

More than 3 years ago I was interviewed with B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic partnerships is still current information (except that I’m based in Boston now). This is one of my favorite interviews and is about specific ideas around a simple way to grow revenues. Click here to view the embedded video. Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012? and one of “20 Women to Watch in Sales Lead Management”. MORE >>

Understanding the Sales Force by Dave Kurlan Yesterday I spoke to the energetic group of sales leaders attending the EcSell Institute Sales Coaching Summit in Austin Texas. The thing that makes EcSell different is that they won't place speakers on their event faculties unless their work is backed by research and science. As a result, their audience is a sponge for any and all best practices that are time-tested, proven and have empircal data to back them up. If not, why and what must be done? Can the existing sales force execute your changing strategies? c) Copyright 2011 Dave Kurlan MORE >>

So, yesterday I boldly stated that in “reactive sales situations” if we are on top of our game, we should not anticipate objections, because after rigorous qualification, we simply give the customer what they need or want, and achieve an appropriate profit for ourselves – win-win. If you missed yesterday’s post, you may want to scroll down and catch up, because it is wholly relevant to what I am about to say next). This is where we experience objections; this is the “pro-active sales situation”; here is where our real sales skills come in to play. It is what I refer to as “ grown up’s time ”. MORE >>