Articles

Why Women Executives and Entrepreneurs Should Look to Mentoring! -- Karel Murray

When my son was in third grade, he asked that I participate in a Parent's Career Day. During my 15 minute segment, I was to explain to his classmates what I did for a living. When I took my place ...

A Better Approach with Purchasing Departments -- Mark Hunter

It's easy to view purchasing departments as evil. The number of salespeople who have told me stories about how much they can't stand working with purchasing departments is huge! I've ...

Your Buyer is Smarter than You -- Mark Hunter

Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that ...

Should Social Media Replace Cold-Calling? -- Mark Hunter

People continue to say how cold-calling is dead and how in today's environment, it no longer can be cost justified. The answer in my book is both "yes" and "no." Let me deal with the "no" first. ...

Does Volume Make Up for Low Price? -- Mark Hunter

The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the ...

Niche Marketing – How to Target Your Marketing Efforts and Master Your Business Niche -- Karel Murray

If you want to make more money in today's competitive environment, then you need to master your business niche. Let me show you a perfect, prime example of niche marketing at its best: The AARP ...

Negotiating and the Three Ts: Trust, Time and Tactics -- Mark Hunter

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the "3 Ts of ...

The Sale You Can't Close -- Mark Hunter

We've all been there. After countless calls, meetings and an endless amount of work, you just can't get the customer to say "yes" and move forward. There can be hundreds of theories and ideas ...

Negotiation Checklist to Ensure a Successful Outcome -- Mark Hunter

1. Never negotiate with anyone who is not qualified to negotiate. If in doubt, ask your contact how they've handled a similar type of negotiating in the past. Listen for names, dates and other ...

Your Pipeline Could Be Fuller -- Mark Hunter

Keeping your pipeline of prospects full is no easy task. I'm not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new ...

Increasing Productivity-5 Tips for Looking at the Big Picture & Improving Your Overall Effectiveness -- Karel Murray

Have you ever concentrated on something so hard that the world seems to recede into the background? Like when you see a blemish on your chin and it begins to take on the dimensions of a quarter? Or ...

Why the Law of Attraction Will Not Help You Achieve Your Goals Unless You Obey the 4 Laws of Action -- Karim Ismail

Do you think you can you really just think and grow rich? Well, you're in for a rude awakening. I am sure that even Napoleon Hill would agree with me that you cannot merely think and grow rich. ...