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Lincoln Murphy says that getting customers to pay up-front for a year is great, but when it comes time to renew those customers, there are 3 wrong ways... and only one right way.

He says that while that up-front money from annual pre-pays is great, when it comes time to renew those cu Read More

Medical device sales are becoming increasingly complex - sales reps must have more complex, sophisticated business conversation - leading to the rise of key account managers. Once companies acknowedge a need for them in the sales process, how do you train them? Read More

Check your junk box and spend a few minutes going through the contents in there, most of those emails will have a very common trend and you’ll probably notice it straight away. We’ve got so used to spotting these “junk” emails that we can recognise them a mile off. Read More

A business owner, who is efficient in his work, is likely to incorporate a culture of efficiency in the team working with him. Small businesses, however, are often replete with efficiency issues because of one person making a majority of the decisions. Read More

Sales process requires salespeople to mirror their customer's buying process. Read More

I know it sounds crazy, but I’ve actually grown to love cold calling. I like that it’s active, not passive. And it’s infinitely fascinating to deal with human nature on such a personal level that you’ll never be able to get from an email. That’s not to say that everyone is nice or that everyone say Read More

Sales trends - successful salespeople can't just keep doing more of the same. In most markets, customers are significantly changing how they do business. Instead the new normal is more likely to be continuous change – not the absence of change. Read More

Watch this 1/2 hour Interview With author Steve Schiffman on Selling Services. Steve is a corporate sales trainer who has written well over 50 books. Read More

When a potential project comes through the door it’s easy to get excited and throw yourself straight into a proposal. You think how much you need this job, how the bills are stacking up and how this will be the last client to ever contact you.

The problem with this initial frenzy is that you’re Read More