Articles, expert interviews, self-assessments, relevant research, the latest trends in Sales and Marketing and a customized “Sales and Marketing Tool Kit” to help you achieve your business goals. PLUS links to AMA’s seminars, books and wide range of learning resources.
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A Socratic Approach to Successful Selling Each sales situation is unique, but one constant remains: the customer should have more air time than the salesperson. Savvy salespeople can use the Socratic Method to create a meaningful dialog with their customers.
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Customer Service Survival Tips Step #1 to survive the downturn: let your customers know how much you value them.
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Six Truths about Really Putting the Customer First Creating a truly customer-centric company is easier said than done. Fortunately, the cost involved in making the transformation is surprisingly low, while the returns are limitless.
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Famous Objections and How to Overcome Them Experienced salespersons have heard every objection in the book. Here are some red-hot ways to overcome them, from the author of Red-Hot Cold Call Selling.
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The Power of Belief If you want to succeed at sales, first strengthen your belief system.
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Critical Skills for Sales Success Top sales professionals approach their clients thinking, “How can I help them succeed?” rather than “What can I sell them?”
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10 Simple Pricing Rules for Challenging Economic Times In a mature/declining market, the right pricing strategy is a neutral one, say Reed Holden and Mark Burton. They explain why lowering prices will cause price wars, eliminate profits, and cause revenues to decline further.
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Secrets of “Alpha” Companies A 15-year study on category leaders like Starbucks, Victoria’s Secret, and Harley-Davidson dispels many myths about “Alpha” companies.
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Sales Self-Sabotage: The Causes and the Cure Sales expert and author Jeff Thull explains how “dangling insults” and the “old brain” could be sabotaging your sales.
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Working Your Competitive Advantage Is there a wide gap between what your customers want and what you actually deliver? This dangerous disparity may cost you your customers and your best salespeople.
