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May 23, 2017

Tips for Top-Shelf Skip-Level Meetings

Kathy Crosett

The farther removed managers are from the day-to-day operations in the company, the more likely they are to worry about how things are really going. One way to find out what entry-level employees think is to hold skip-level meetings.

May 22, 2017

Dream your way to sales success… all day long.

Jeffrey Gitomer

Ever dream? Ever had a scary dream? Think you were dying? Falling? Wake up in a sweat? What causes dreams? I have no idea — and neither do the experts. All kinds of studies, all kinds of theories, all kinds of books, very few answers. And you’re thinking “night,” aren’t you? There’s a much more

May 22, 2017

E-commerce Plays Bigger Role in Home Improvement

Courtney Huckabay

Online sales of home improvement products that span everything from plumbing and hardware to storage and décor, have grown 41 percent in the 12 months ending March 2017, reports The NPD Group. The e-commerce home improvement market reached $10.9 billion in sales for the year, according to NPD’s receipt mining service, Checkout Tracking.

May 19, 2017

Tips to Make Your One-On-One Meetings Matter

Kathy Crosett

If you feel your weekly one-on-one meetings are falling into a rut of reviewing the same old topics, it may be time to change things up. Kevin Eikenberry recently discussed team member meetings in a blog post and encouraged readers to take the initiative to make improvements.

May 19, 2017

Customer Service Personas to Avoid

Rachel Cagle

There isn’t a shortage of people telling you what kind of salesperson you should be. But, with the help of Justin Herald and his article, “4 Customer Service Styles that Need to Go,” here are some types of salespeople that are bound to be unsuccessful service givers.

May 19, 2017

Sun Shines on Market Growth for Awnings

Courtney Huckabay

Rising disposable income coupled with urbanization is expected to surge demand over the forecast period, according to Grand View Research. Mounting demand for aluminum awnings in numerous applications, including commercial window, decorative, door and other residential will drive growth. In addition, as it serves as a protective coating its need will surge during the coming years.

May 18, 2017

How To Ask The Right Questions

Tony Alessandra

Are you envious of a fellow salesperson who picks the right questions to ask in a fact‑finding situation? Probing ‑ asking the right questions at the right time ‑ is essential to success in sales. Probes help prospects "open up."

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