How to Sell More of What You Sell

Five ways we look at a business to drive develop sales and marketing success. Editor's note: This is the first part in a series by this successful sales professional. Having now worked directly in, consulted, and trained in…

5 Keys To Why Your Customers Buy

It's not usually about price, these sales techniques uncover how and why your customers want to buy This is the second article of a four part selling cycle broken down into eight major steps. Part one focused on How to Find

Congratulations You Landed the New Client!

Now what? Next steps to ensure the new client receives quality service by embedding him or her into your company or organization. Securing a new client is more than a welcome. Core to the sale close of every sale is a vital next

Value Is in The Eye of The Beholder

Knowing and explaining the value for pricing your services. Have you heard the expression “Beauty is in the eye of the beholder”? This is true for value as well. When we ask ourselves the question: How much are my

3 Steps To Empower Your Sales Staff

Follow these simple backend techniques to streamline contracts and close more sales This July, I wrote a blog post about the role of the account manager in this digital era, and one key point covered was on "winging it" which is…

4 Keys to Your Best Sales Yet

Sell what is (not what you think is) in the the best interest of your client's how How do you approach ‘selling’ your products and services? Hint – Price is not always the deciding factor All too often,

Follow-Up Is the Key Sales Criteria

The follow-up closes any consistently gaps and turns new opportunities into sales. Every sale starts with an opportunity, but not every opportunity results in a sale. Oftentimes, this is due to a lack of follow-up and the

When to say “Uncle”

How Many Customers = “Enough??” The sad truth is that you’ll never know the answer to this question…and, to be honest, the answer to “how many customers do we need to talk to” is about the same as the Supreme Court definition

What Are You Really Selling?

Are you missing out on sales because you are selling the wrong thing? I walked up to the counter at my favorite local coffee shop. The young girl behind the counter with a beaming smile, looks me in the eye and

5 Pitching Don’ts and How To Avoid Them

Pitching clients isn’t rocket science, nor should it be, it’s simply a matter of tapping into prospective client needs. Pitching clients is simply a matter of reaching out to the potential client, understanding his or

Never Forget the Personal Touch

Reach out to your current customers and prospects– especially if you are a small business. I have owned my own business for almost five years – and I find it is a constant learning experience. One thing that I

How to Beat the Summer Small Business Lull

Don’t let old myths hold you back when there's business to be captured. Business slows down in the summer. If you are a small business owner, or a professional whose income relies on selling goods or services, chances are

How To Win Generation Z Customers

Generation Z is the future customer of every business. Generation Z, the first generation born in the 21st Century, is the generation born with the Internet in their pocket. Their first digital device was a smart phone!  They

How to Sell More Customers

STEP 4 –Examples of the Demonstration: this very powerful step can be delivered in multiple ways, depending on what you sell Editor’s note: This is the fourth article in a series discussing a four part selling cycle that…

Nailing The Sales Presentation

Pay attention to sales presentation fundamentals because it's one of the primary  keys to sales success Editor's note: This is the third article in a series discussing a four part selling cycle that includes 1. How to Find,  2. How to…

3 Actions to Win Millennial Customers

How being cool wins millennial customers Editor's note: this is part 2 of 2 on winning the millennial generation as small business customers. Part one: Win Millennial Customers by Being Cool with a Purpose “Cool

3 Keys To Sustainable Sales Growth

Winning customers requires a competitive price, being authentic and providing a solution that enhances personal and environmental wellness Generating sales growth is the key business issue facing every business. Companies like Chipotle,…

3 Consumer Groups To Drive Your Sales Success

Millennials, caregivers and sustainable business leaders are impacting choices, buying propensities and sales success Three key consumer groups with over $10 Trillion of annual buying power will determine your company's sales success in…

Grow Business Thru Customer Experience

"Outside In" author explains how the six disciplines of customer experience can help businesses succeed Editor's Note: This article concludes a two-part series. In our new book, "Outside In," my co-author and I introduce the six

Match Up with Big Buyers

By identifying needs of big customers Hispanic businesses can secure new buyers. It can be frustrating for a small business trying to land its first sale to a public institution, government agency or major corporation. One of the…

Sales Tips For Hard Times

When the going gets tough, the tough work better When the economy slows down, your business can’t. You have to perform at your peak in order to stay afloat in a tough environment. Here are the top 10 critical items your

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Dr. Elizabeth D. Rios

Dr. Elizabeth D. Rios is a strategic visionary and has served her community in NY and FL in various Executive and entrepreneurial capacities for over…

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