The Ultimate Competitive Advantage: Trust and Respect

Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an important buying decision? Universities and market research firms have conducted numerous studies to determine the most important buying decision factors for people who make significant purchases. We gathered as many of those studies as we could find, and did simple correlation analyses to average out the results. Here are the results, in order of importance.

The Sales Training Series: Ask For A Commitment Every Time

Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.

The Sales Training Series: How To Develop A Strong Sales Culture

In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood—everywhere except in sales.

Equality and Diversity

A look at Impact Factory's approach equality and diversity issues. Our focus is on examining people's perspectives on difference, diversity, change management, and the attitudes and feelings which are sometimes difficult for people around equal opportunities work.

Sales Tips to Make 2006 Your Most Successful Year Ever

If there is one thing that I could pass along to you to aid you in reaching your potential, it would be for you to take decisive, massive action. Do that which you have been saying for weeks or months, or even years, that you need to do, but have been putting off for whatever reason. They are not really reasons...they are excuses...

How You Can Think Like A Girl And Reach The Top Dog

Banging your head against a solidly closed door? Think this way and your calendar will be packed with executive level sales calls.

The One Big Mistake You Don't Want To Make When The CEO Calls You Back

When executives call you back, be certain to steer clear of this temptation!

20% of Sales Persons Tell This Lame Lie

White lies appear to be a harmless means to an end... but are you aware of these costs?

Sales Questions Designed To Work

Learn five quick ways to create open-ended sales questions to get your prospects and customers talking.

John Cleese Training Videos: Laugh Out-Loud Learning

When most people hear or see the name John Cleese they think of silliness, mayhem, and tons of laughter, but what many people don’t realize is that he has been a major part of business training for well over thirty years.

I Have A Little Problem On My Hands & I Was Hoping You Could Help Me Out

Best-selling author, keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, shares a golden way to open a conversation with secretaries and buyers. But there's a catch--you have to tell him how it works for you, after you use it!

Sell More By Sticking To The Script!

According to best-selling author, popular keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, you'll sell more by sticking to a script instead of foolishly trying to wing-it, in an effort to sound un-canned and spontaneous.

Tibetan Telemarketers Take One Deep Breath Between Each Call

Best-selling author, popular keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, would love to construct a call center at the top of the world, and staff it with Tibetan monks.

Prospecting - Time Really is Money

No excuses, Prospecting is critical. Here is a method for keeping your Pipeline full. Regular Prospecting should be a sacred committment.