I once had the opportunity to be personally coached, one on one, by the great Tom Hopkins, arguably the world's most famous sales trainer. It was an incredible experience, needless to say. We spent ...

Subscribe to BizTimes Daily – Local news about the people, companies and issues that impact business in Milwaukee and Southeast Wisconsin. Very few customers ever buy without raising objections. In ...

Life insurance can play an important role in completing clients’ planning goals. I can't tell you the number of times that I've seen a policy make a significant difference after the death of the ...

Customer objections are an unavoidable part of selling. While many sales reps think of customer objections as rejection, they are really a request for more information. Successful sales reps view ...

Last week, in "Your Best Response to Three Common Objections," I gave Tom Hopkin's responses to three very common sales objections. That post spawned a detailed criticism of Tom's responses, with ...

For any business executive, ensuring board satisfaction and cooperation is a daily imperative. To secure board member buy-in on innovative technology implementations, especially large overhauls like ...