Sales & Operations
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Industry News
Are Higher Gross Margins in Your Company’s Future?
When I wrote my book, “Gross Margin,” I did a considerable amount of research to learn the gross margins achieved by retailers outside the...
Industry News
Telling Isn’t Selling: 5 Great Questions to Ask Prospects
The person who is in control of the sales interview is NOT the one doing most the talking, but the one asking the questions....
Industry News
Lazy Salespeople Lead with Price
Smart salespeople are partners who help their customers succeed.
When prospecting for new business, it has been my experience that salespeople are most likely to...
Industry News
When Talking Productivity, Measurements Matter
A few years ago, I was invited to speak in Scottsdale, Ariz. at a meeting sponsored by the Mountain States Lumber & Building Material...
Industry News
BILL LEE: Gross Margin: Who Is Accountable?
I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed...
Industry News
BILL LEE: Threats to Your Business Relationships
Management indifference is a major threat to business relationships. How seriously your business’ relationships will suffer depends on how effective your management team is...
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Industry News
BILL LEE: Is Poor Time Management Limiting Your Productivity?
How to double your sales via smarter time management.
Forty-one% of the salespeople I interview tell me that TIME is the number one obstacle preventing...
Industry News
BILL LEE: Questions Help Salespeople Identify Obstacles
Don’t be afraid to ask prospects what it might take to get the sale.
How long has it been since a prospect gave you a...
Industry News
BILL LEE: How to Win the Prospect’s Favorable Attention
To acquire new customers, let value speak before pricing.
You don’t earn the long-term benefits of bringing in a new customer by leading with price....
Industry News
BILL LEE: Plant Seeds For Future Sales
How to use prospect calls to gain competitive business.
If there’s one thing that’s often missing among the sales approaches many of our industry’s salespeople...
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