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Success in sales is dependent upon your ability to differentiate your product or service in a crowded field. More important still is your ability to differentiate yourself as a salesperson. Work on these three ideas to improve your ability to differentiate! Read More

When I start working with a company and their sales force, it doesn't take long to identify which salespeople have a real passion for their customer, for their product, and for the sales activity. These are the individuals who have a superior drive to achieve, a sparkle in their selling eye, and a true love of their customers and their product or company. Is it just me, or are there fewer of thes Read More

Real influence, the real ability to persuade others, is based on the foundational attributes of success. They aren’t tactical, and they are what make you someone worth listening to. Build on these two points to build influence and persuade others. Read More

Competitive intelligence 2.0 is just the latest benefactor of Web 2.0 technology. As with other genres tagging on the 2.0 moniker competitive intelligence is getting a face-lift because of this open and interoperable tech philosophy. Your opportunity is to take advantage of the advantage before your competitor does. Read More

The Sales Blog is covering The Conference Board’s Senior Sales Executive Conference. This year’s theme is Sales Operations as a Strategic Revenue Growth Asset. TSB gives you the major ideas and takeaways. Read More

If you're uncomfortable in a sales situation, you make your prospect uncomfortable; uncomfortable prospects don't buy. What can you do to get comfortable? Read More

One way to differentiate and impress leads and convert them to prospects is to follow up and live up to what you committed to, not matter how small. It is a small thing, but it makes a big difference when you are consistent. Read More

To succeed in sales today requires the ability to be resourceful. Advancing the sale with prospects and achieving the outcomes that you sell requires the imagination and the creativity to find a way or to make one. Read More

Determination is an essential attribute of great salespeople, allowing them to succeed where others fail. Determination allows the professional salesperson to persist in their efforts to acquire new clients and to succeed in delivering the outcomes they have promised. Take these actions to develop your ability to persevere. Read More