Sales & Operations

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....

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...

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...

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...

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...

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...

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...

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....

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...

BILL LEE: Salespeople – Get Serious About Your Business

Follow these tips to develop a marketing plan to grow your numbers. By Bill Lee Most of the salespeople I know entered the 21st century with...

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