More From Ray Silverstein
Marketing
The Wisdom (or Not) of Non-Compete Contracts
Here are some things to consider before hiring your first salesperson.
Leadership
A Guide to Goal Setting
Transforming resolutions into results comes with being realistic.
Leadership
Compensating Salespeople
Finding the balance between salary and commission may be your ticket to loyal, motivated sales employees.
Growth Strategies
Getting the Most From Trade Shows
Don't show up empty-handed. Make sure you're fully prepared to maximize your time at this annual event.
Growth Strategies
Why Your Customer Count May Not Matter
Rather than planting new accounts, cultivate the relationships with the customers you already have.
Growth Strategies
Winning Over 'Impossible' Prospects
Solve the mystery of overcoming difficult clients.
Starting a Business
How Do I Build Customer Rapport?
The answer is in asking the right opening and closing questions.
Marketing
Finder, Minder or Grinder: What's Your Sales Style?
Salespeople are like ice cream; they come in different flavors.
Marketing
How to Close a Sale in the First 30 Seconds
Tap into customers' hidden wants to win their trust--and their business.