Are Obsolete Sales Techniques Killing Your Business?

Setting the Scene (by David Paul Carter).  The profound transformation in customer behavior is a major growth challenge for companies today. Today’s buyers are enabled by the Internet, empowered by the enormous choice in every market, and possess the ability to compare real-time competitive prices. They have, in essence, taken control of the purchase process….


How to Avoid Pricing Pressure

“What do I do when my prospective customer says we were not selected because our price was too high?” This is a question many companies grapple with. It’s very common for potential clients to give price as their reason for not engaging with you. So what should you do about it? Ian Altman, a Forbes…


How Much Do You Know About Sales 2.0?

The term Sales 2.0 has come up in network meetings I have attended and in blogs that I read.  What is Sales 2.0?  Is there a Sales 1.0?  If so, what is the difference?  Is one better or more effective than the other? We all have realized that traditional “interruption based” marketing is becoming less-and-less…


Is Your Sales Pipeline Protected?

Protecting One of Your Most Valuable Yet Overlooked Business Assets: Your Sales PipelineBy Caryn Kopp, Chief Door Opener®, Guest ColumnistOne of the most important decisions you can make as a business owner is to protect one of your company’s most valuable assets…your sales pipeline. The relationships that you and your team have built with customers…


Fill Your Pipeline in December

Why late December is a great time of year to reach Decision Makers by Caryn Kopp, Guest ColumnistWhy spend the last two weeks of December cleaning out files when you could be filling next year’s pipeline with new business? Most business owners and salespeople believe that trying to reach prospects at year-end is pointless and…


7 Tips to Boost Sales in August

by Guest Columnist Caryn KoppWhy waste the month of August cleaning your office? Make the most of your Summer by seizing new business opportunities while your competition plays miniature golf! Most business owners and salespeople assume making calls in August is pointless because decision makers are on vacation. While it’s true that most people do…