Category: Sales

The Bannister Effect

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I was talking with a sales manager last week and I mentioned “The Bannister Effect.” When that was met by silence,… read more

Bad Ads vs. Good Ads

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By:  Duane Alverson, President MacDonald Broadcasting Company (Saginaw & Lansing) What’s the most important ingredient to the success of your advertising recipe? Is it the platform you… read more

Why Do People Buy What They Buy?

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Dick Taylor,  CRMC/CDMC DickTaylorBlog.com If you’re in sales, this is probably the question that haunts you most: Why do people do the things they do? Daniel… read more

The Dreaded “Got-a-minute?” Meeting

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com How long is a “Got-a-minute?” meeting in your office? I’m guessing it’s more than a minute. Shoot, I remember a “Got-a-second?”… read more

How to Win a Customer Before they Google

By:  Duane Alverson, President MacDonald Broadcasting Company (Saginaw & Lansing) In today’s world, consumers’ path to purchase almost always goes by way of a search engine. In fact, according to Forrester Research data, 71% of consumers begin their journeys by using a search engine to discover new products and services (initiation), and 74% report using… read more

40 Years Later Sales Managers Are Still Making This Silly Mistake

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com As a young sales manager, I actually said this in a sales meeting: “We have a new salesperson starting next week…. read more

The Shopping Spree

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com I’m on the road doing my one day seminar Radio Sales $101. Our brochure advertises a 180-day money back guarantee. Still,… read more

Ask Every Sales Candidate This Provocative Question

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com If you want to save yourself from another bad hire, then ask this question toward the end of your first interview:… read more

The Sales Contest

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com Let me tell you a story because that’s what I do. Some of you will remember when I used to tour… read more

The Debrief: Five Questions to Ask at the End of Your Meeting

Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy. By: Chris Lytle, Content Developer InstantSalesTraining.com Sarah and I are in Bermuda with her brother, Bob, and his wife, Kathy. On Tuesday morning we get up, get on… read more