I once had the opportunity to be personally coached, one on one, by the great Tom Hopkins, arguably the world's most famous sales trainer. It was an incredible experience, needless to say. We spent ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. Very few customers ever buy without raising objections. In ...

Once in a great while, a single source of effort can yield extraordinary results. For customer service, this comes in the form of an Objections Doc, a list made to understand and address the common ...

The toughest aspect of any sales position is overcoming a buyer's objections. Whether you offer a service or are a small business retailer, today’s buyers are more discerning than ever. Your goal is ...

There is no point in sugarcoating it: sales is synonymous with rejection. A salesperson faces rejection every single day, no matter how good their product or service is. If you are selling apps to ...

For many small-business owners, sales is one of the toughest areas to master. This is especially true if you sell a high-ticket item that requires a significant time or financial investment on the ...

I truly believe in the power of ROI tools to enhance a sales team’s ability to close more deals. (If I didn’t, I wouldn’t be in the business of selling them.) However, not everyone agrees with me. In ...

Life insurance can play an important role in completing clients’ planning goals. I can't tell you the number of times that I've seen a policy make a significant difference after the death of the ...

Last time, we talked about the common sense insight that a purely contingent universe has to borrow its existence from Something that isn’t contingent. This very simple insight is so simple that a lot ...