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By Neil Shorney

Perhaps sales leaders should consider that their top performers have a slightly easier ride than others. The star salesperson may have slightly more attention from the team leader, may get slightly more leads (as the leader sees they have the best chance of converting them into s Read More

A good salesperson is constantly refining his or her pitch. Here are the top 10 sales mistakes that small businesses make when pitching to customers. Read More

Big or small, insight is about the customer's business. It is not a conversation about a solution---though insight based conversations lead conversations about solutions. It is not a conversation about a product, though if we execute an insight based conversation well, it can lead to a need for our Read More

This article is on how to build a sales team by leveraging their own individual traits. Manipulative? No, you're just recognizing what they need to win and delivering it! Good tips! Read More

We all know it makes sense to develop business from existing customers. It's so much more expensive attracting new customers cold from the marketplace. I've found developing a different mindset is helpful in getting sales professionals to look at this problem. Are they tourists or residents? Read More

In 2012 sellers were advised to challenge their customers. Now it is time to take the challenger salesperson to the next level – to help the buyer to overcome the growing internal challenges faced in making the decision and getting it sanctioned. Read More

CRM adoption is one of the biggest issues surrounding sales teams transitioning from traditional sales to a digital, highly collaborative, fast-paced, web/cloud-driven way of doing sales. In this article, I give 6 ways that companies can leverage the adoption of new CRM technologies. Read More

Urgency naturally occurs once you uncover your customers’ motivation - so you have to discover it by using the consultative sales approach through asking the right questions and listening carefully. Here are some tips on creating a sense of urgency to grow sales. Read More

What's one of the oldest techniques of prospecting and getting leads? Calling - both cold and outbound - is one of the most successful ways to create new business for you and the company however it remains to be one of the biggest problems for even the most seasoned of sales professionals. Read More