Ken Dooley

Ken is a veteran editor, writer, and author, who has been writing about sales for nearly 20 years. He has produced countless motivational films and has written dozens of books on management.

The messages today’s customers need to hear

by Ken Dooley

For companies to beat out competitors today, it’s critical to keep in mind three things prospects need.

Proof goods and services can deliver what’s promised of them
The ROI they stand to gain through their purchase, and
Assurance a company isn’t just trying to move product — but become a partner in their success.

Five traits that mark a successful seller

by Ken Dooley

What makes a good salesperson? One expert, John Graham, explains what’s worked time and time again for others.

Gaining an edge with today’s hardnosed buyers

by Ken Dooley

Increased competition and instant access to competitive pricing have put today’s prospects in a position to expect more.

Management has responded by focusing more on prospect-related training and less on product-focused training, according to a recent survey by Sandler Training (Orange Mills, MI).

Here are three key areas the survey pinpointed that you may want to share with your salespeople.

Ken Dooley

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