Category: Sales Process & Techniques

All Things Being Equal… They’re Not: The Truth Behind Timing, Quality, and Success in Sales

By: Mark Frasco

One of the most important lessons I learned as a young sales professional was that it took nearly as much effort to win a small, less strategic order than it...

RSPA RetailNOW 2017: What Happens in Vegas Doesn’t Have to Stay in Vegas

By: Mark Frasco

Based on my conversations with participants, Retail Solutions Providers Association (RSPA) hosted another successful RetailNOW conference this year, at the Paris Las Vegas Hotel & Casino. The show floor was active, and...

Top 6 Changes & Challenges in Today’s Sales

If your time to you Is worth savin’ Then you better start swimmin’ Or you’ll sink like a stone For the times they are a-changin’. -Bob Dylan, “The Times They...

Situational Fluency and Customer Service

By: Jennifer Nietz

If you have ever interviewed with me, you will know that I often admire candidates who have worked in both a retail environment and in the food and beverage industry. ...

Evolution of Technology

Do you remember “The Jetsons”? George and Jane, with their kids Judy and Elroy and their household of Rosie and Astro the Dog?  Mostly, I remember how intuitive the technology...

How to Overcome Resistance to Buy…Embrace It

By: Mark Frasco

Overcome – verb To defeat someone or something To get the better of Antonym: to lose We’ve been taught the wrong thing for decades now. Listen for buyer objections and...

It’s Not About List Segmentation or Buyer Personas: It’s About Common Needs

Right after I joined the gym last year, one of the managers called me and asked if I would like a “free complimentary personal fitness session” as part of my...

The ROI of Sales

By: Mark Frasco

My undergraduate degree is in finance, but I would not characterize myself as a practitioner. However, with some regularity, parts of my left-brain kick in now and then. I’m asked...

The Closer: Specialization of Task, Buying Systems & the Farmer/Hunter Sales Model

By: Mark Frasco

On February 12th, pitchers and catchers report to Spring Training. Watching the Dodgers in the 1960s, pitchers throwing complete games was a common occurrence. Over their careers with the Dodgers,...

Designing Pretty Words

By: Ashleigh Hotz

“Just make it look pretty.” The words that have escaped the lips of a coworker or client during a creative briefing. For a split second, my skin crawls and my...