In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have

The conversations sales people have with customers are quite complex. They consist of verbal and non-verbal messages that are sent consciously and subconsciously. Successful customer communications are the

Hard truth: It’s impossible to get sales people to present with a uniform style across a large company. Glimmer of hope: You can insist on some guidelines to unify the basics.Tragic reality: Most

I don’t know about you but I can always tell when a telemarketer is cold calling me. From the moment they begin speaking, “Hi is that Mr. Brooks?” to the way they

To borrow a line from infomercials: How many times has this happened to you? You are invited to a meeting with a new account interested in your firm’s services. The person with whom you

More and more, there is an increasing demand that sales people and account managers develop the skills to engage with senior level executives in their client and prospect companies. The level of value we create as a

In this presentation Dominic R. Villari demonstrates practical ways you can use storytelling to increase your sales. You’ll learn the role of client needs and product attributes in

In his now-famous book, Flipnosis: The Art of Split-Second Persuasion, Kevin Dutton talks at length about how you can persuade people to behave in a particular way simply by getting them to

Marketing of business-to-business (B2B) solutions has clearly become more difficult over the past several years. This is evident in research undertaken with the International Data Corporation (IDC), a global provider of market intelligence for