Strategic selling involves focusing current selling activities on the future performance targets of the business. It also includes prioritizing the concerns of the buyer when making a sale, with the ...

Pre-approach sales techniques stress learning as much as possible about your prospects before making the call. Pre-approach helps in making favorable first impressions and in developing effective ...

I was recently working with a startup that was having trouble growing its sales. The problem was the quality of its sales team (the people), what they were selling (the products) and how they were ...

As with any field, sales is littered with nuggets of wisdom and blatant misconceptions alike. The challenge for sales leaders then becomes being able to tell which is which. To help you differentiate ...

Congratulations; you’ve made a sale! But in reality, the battle has just begun. What comes after you’ve made that sale? Hopefully, more sales. That’s where upselling and cross-selling come into play.

Any successful salesman or saleswoman knows that giving the customer only what they ask for isn’t the best way to increase sales. In order to maximize profits, salesmen and saleswomen need to know how ...

WEST LAFAYETTE, Ind. – Purdue University sales experts David Downey and Scott Downey will lead the “Precision Selling: Building Relationships with Large Farmers” professional development program on ...

Opinions expressed by Entrepreneur contributors are their own. Not all products or services are created equal in terms of the strategy you use to sell them. And, not all customers are created equal, ...

DeJuan Brown first found his “sales voice” working in the restaurant industry. Then he took a job as a tech sales rep. Where he had once joked with people, anticipated their needs and connected with ...

A sales mindset should underlie business behaviors, strategies and goals — well beyond making sales. In volatile markets, tech businesses should never stop searching for new customers, ensuring ...

It’s hard to believe but we’re already three quarters of the way through 2014, which means it’s time for the Lightning Round, the holidays. The holiday season is huge for business owners and consumers ...