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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.

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How to Avoid 9 Common Sales Call Errors

Use these tactics instead to make the most of your opportunities

Originally published Published: 09.01.12 Author By Geoffrey James

10 Sales Strategies for Uncertain Times

Stay calm, be smart and continue selling while others are giving up.

Originally published Published: 07.01.12 Author By Geoffrey James

5 Ways to Build Sales Partnerships

Benefits could include cost savings and access to new prospects.

Originally published Published: 04.01.12 Author By Geoffrey James

5 Steps to Effective Mobile Device Demos

The "art" of using mobile demonstrations to close business sales and sell more HVAC equipment and systems.

Originally published Published: 01.01.12 Author By Geoffrey James

5 Steps to Speed Up and Increase Sales

This 5 step geometric approach results in more closes with the same amount of work.

Originally published Published: 11.01.11 Author By Geoffrey James

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 …

Originally published Published: 09.01.11 Author By Geoffrey James

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.

Originally published Published: 08.01.11 Author By Geoffrey James

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 …

Originally published Published: 05.01.11 Author By Geoffrey James

Sales Lessons From IBM: Tell the Customer's Story

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

Originally published Published: 03.01.11 Author By Geoffrey James

Top 10 Strategic Errors in Your Sales Process

These are the top mistakes made by sales reps and how to correct them.

Originally published Published: 12.01.10 Author By Geoffrey James

How to Pre-Qualify a Sales Lead in 5 Steps

Your challenge is to focus time and energy on the prospects who are the most likely to buy. Here is how to do that by pre-qualifying your sales leads before …

Originally published Published: 10.01.10 Author By Geoffrey James

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.

Originally published Published: 07.01.10 Author By Geoffrey James