Customers, whether individual consumers or major multinational clients, generally prefer to do business with companies with which they have a good relationship. Companies that have earned good reviews ...

Building rapport is a concept that is vital to sales and effective team building. But as a concept, it can be hard to understand because we tend to focus on the wrong parts of what we think are ...

President, Sales Xceleration, leading the organization which focuses on helping small to mid-size businesses get their sales back on track. At its core, selling is about turning leads into prospects ...

For most sales reps, rapport-building is easier in person than on the telephone. The reason is simple. In human-to-human communications, appearance (facial expressions, body language, semiotics) often ...

Emily, a sales manager in a large organization, was having significant challenges with her team. Communication with team members was inconsistent, and she continually struggled to motivate them. Her ...