Geoffrey James

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.
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10 Sales Strategies for Uncertain Times

Stay calm, be smart and continue selling while others are giving up.
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How to Avoid 9 Common Sales Call Errors

Use these tactics instead to make the most of your opportunities
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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.
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Top 10 Strategic Errors in Your Sales Process

These are the top mistakes made by sales reps and how to correct them.
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5 Corporate Blunders that Cripple Sales Efforts

These are the five most common blunders that cause teams and companies to fail when it comes to working together to make big-ticket sales, and what you can do to fix the problems.
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5 Steps To More Effective Mobile Device Demos

The "art" of using mobile demonstrations to close business sales and sell more HVAC equipment and systems.
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5 Steps To Connect Messaging to Sales

Use language and concepts that resonate with customers so they see your differentiators as value and won't mind paying a higher price.
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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
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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.
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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.
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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.
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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.
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