Once you’ve won the sale, it’s time to overcome, or better yet, prevent, challenges in the customer relationship. These come in several forms, such as…
Tom NoffsingerOctober 13, 2025
In the 1992 movie Glengarry Glen Ross, a new sales manager preaches the ABCs of sales: Always Be Closing. This message is frequently repeated in…
Tom NoffsingerSeptember 28, 2025
Several years ago, I did some change management consulting and needed to find a way to identify potential issues on the project team. I also…
Tom NoffsingerSeptember 22, 2025
Any sports coach has a plan for game day. Great coaches have plan variations to address likely scenarios, and to handle the unexpected. Great salespeople…
Tom NoffsingerSeptember 15, 2025
The market is tight and sales are slow for nearly every industry right now. The economy is uncertain and consumer confidence is lagging. We’re hearing…
Tom NoffsingerSeptember 7, 2025
Building and maintaining relationships is a superpower that lets you level up in all aspects of life. An extensive network makes things easier for you,…
Tom NoffsingerAugust 28, 2025
There’s an old adage that if you have to explain your message, you’ve already lost. That is particularly true today when consumers are constantly assaulted…
Tom NoffsingerAugust 25, 2025
For years, we have said good marketing is the combination of the right message reaching the right people at the right time to inspire the…
Tom NoffsingerAugust 18, 2025
In sales it’s easy to mistake an indication of commitment as a closed deal. Someone saying they’d like to move forward with your product or…
Tom NoffsingerAugust 11, 2025