Geoffrey James is the author of several books, hundreds of business articles, and currently writes the popular Sales Machine blog on CBS Interactive’s BNET website.
Articles by Geoffrey James
5 Ways to Build Sales Partnerships
Benefits could include cost savings and access to new prospects.
10 Sales Strategies for Uncertain Times
Stay calm and be smart while others are giving up.
How to Avoid 9 Common Sales Call Errors
Let’s face it: Getting appointments with prospects is hard work! That’s why, when you DO have a first meeting, you don't want to blow it. Here are the nine most common sales-call errors that scuttle initial customer meetings — and how to avoid them.
7 Strategies that Build Your Negotiating Power
Creating a win-win outcome is only possible if you continually accumulate a counter-balancing “negotiating power” throughout the sales cycle.
Top 10 Strategic Errors in Your Sales Process
5 Corporate Blunders that Cripple Sales Efforts
5 Steps To More Effective Mobile Device Demos
When selling HVAC equipment and systems, it’s typical to use software to show the prospect how
much they’d save by upgrading or adding a feature (such as zoning). While today’s technology makes these simulations easier than ever, there’s an “art” to using mobile demonstrations to help you to close business.
5 Steps To Connect Messaging to Closed Sales
Make customers see your differentiators as value so that they won't mind paying a higher price. The key to doing that is making certain that the customer — not your product or firm — is the core of all your sales messages, and making sure that there are financial proof-points.
Sales Lessons From IBM
When you’re selling to the customer, don’t try to be the hero who conquers the dragon. Instead, be the wizard who gives the hero a magic sword
Bringing Your Teams Together
Selling complex solutions is a team effort. If you’re going to cut the big deals, you’ll need to address these common areas where companies tend to fail.
Closing Sales By Targeting Customer's Needs
The customer should be the target of every sales message. By fulfilling the customer's needs, you reinforce your value.
6 Easy Steps to Closing a Sale
Great sales closers set an objective, go into a meeting with the right mindset (to sell), check with the customer to make sure they're relating, reiterate their purpose and most importantly, ask for the sale.
5 Steps To Speeding Up And Increasing Sales
Sales pipelines are like compound interest. Small increases in efficiency, applied simultaneously at different points in the sales cycle, result in geometric increases in final sales results. Here are five easy steps (courtesy of Donal Daly, CEO of The TAS Group) to exponentially higher sales revenue.