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Sales
Two men in suits shake hands near windows in a building while a woman in a suit looks on, smiling.
Sales
The Importance of Honesty in Sales Conversations
Honesty is the best policy, yes, even in sales. Find out why and a few tips for promoting honest sales conversations in this post.
A person typing at a desk holding glasses in front of windows.
Sales, Management
The Biggest Mistake in Compensating Your Salespeople — And What to Do Instead
Compensating salespeople is tricky. Almost everyone knows that their compensation plan isn’t the best it can be. They just don’t know what to do about it.
Sales
It’s Time to Audit Your Proposals
Before, our business followed the Boy Scout motto: Be prepared. Today we do better today to take a cue from the U.S. Marines: improvise, adapt, and overcome.
Sales
How to Move Ahead With a Sale When Negotiations Come to a Stop
Some negotiations are easy to overcome. When a client objects that your price is too high, doesn’t understand the price breakdown, or claims you made a mistake, you can deal with the objection simply. You simply diffuse it and move on. It’s barely a blip on your radar. But there’s a more difficult type of objection that poses the threat of bringing the entire negotiation to a stop. When these come up, there’s a real likelihood that all the work, proposals, and your many attempts to really understand the client may have been for nothing. These are second-level objections.
A smiling girl holds her smartphone in the foreground while rating business online.
Sales
The Focus on Customer Experience Has Shifted
Customer experience is how the client feels about you during every interaction at every step along the way, starting from the very beginning.
A hand draws an upward arrow in the middle foreground that represents a sales rate increasing.
Sales
Keep Your Sales Targets Narrow
If you want to avoid undermining your hard-won efforts to be more profitable, more scalable, and more efficient, you need to keep your sales strategy focused.

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Since 2006, Tom Stimson, owner of The Stimson Group, has worked with over 200 AV companies and organizations on business strategy, process, marketing, and sales.

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