You know you did your job. You did a great sales presentation , covering all the bases. You uncovered problems and built tremendous value. You are certain that it is clear to the prospect that the value of the product or service far outweighs its cost. You created urgency by demonstrating that they are losing, hurting by not owning and everyday they lose more. Finally, you anticipated objections ahead of time and knocked them out long before the close. It was a perfect sales interaction. No Objection, But No Sale. They do not have an objection. Sales Person. I just don’t understand, Sarah. MORE >>

If you want to know the best way to improve your negotiation skills, then invest more time in improving your selling skills. First thing I believe with regard to negotiating is that you sell first, negotiate second. If you simply start MORE >>

When Shakespeare famously penned, “A rose by any other name would smell as sweet,” it’s clear that he didn’t live in the age of Google searches and brand positioning. Today, he might still have found success as a writer, but his florist business would probably go nowhere. I’ve been fielding a lot of calls lately from sales training company executives and individual sales trainers who tell me everything from “sales training is dead” to “I don’t consider myself a ‘sales trainer.’” I see where they’re coming from, but I assure them that sales training isn’t dead. I can’t.  MORE >>

When Does the "Customer" Experience Begin? Whenever I see a Chevy Camaro my heart rate revs up. Seriously. If I'm driving and see one parked, I slow down to ogle it. If I'm on the highway and see one up ahead, I'll try to MORE >>

VerticalResponse marketing team members, Colleen and Savannah, recently attended the Marketing Sherpa Email Summit in Las Vegas. This is the second in a series of posts on their learnings from the conference MORE >>