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I was recently asked by one of my readers if I thought that our profession in sales has changed.

My answer is both a quick “No” and a resounding all caps “HELL YES!”

No in the sense that the idea of assessing and identifying needs, presenting solutions, gaining commitment etc have always been Read More

Here's a real simple thing you can with multiple uses and multiple benefits . . .

One of them is standing out and adding a personal touch to your new account acquisition activities!

Please check out these ideas and feel free to add yours to the comments section! Read More

By Caron Beesley. What makes your business different from the competition? What you do with that knowledge can make or break your business. Specifically, are these differentiators clearly defined and part of your sales strategy?

No business can survive by selling on price alone. Here are some Read More

Email cold call template tips and download. How to develop your own email cold calling template and start using email to approach potential clients. Read More

It's an old habit we picked up from school, packing up early and thinking about home. This is something that can be disastrous for a sales team, the focus will disappear and the leads will be lost. Having the right approach from the sales management team is one thing but a personal drive is another Read More

Most sales teams have high performers, yet they treat them the same as everybody else, because when it comes to selling too many managers don’t have an A-team. In this article we will provide some tips on boosting sales by identifying and developing your sales ‘A-Team’. Read More

The pipeline is the single most powerful tool for individuals and managers, alike, to give insight into whether you are on target to making the numbers Read More

Just because you make something cool doesn't mean people will buy it. So here is what can you do to grow your online business sales. Read More

Procurement and sales have the same objective, maximizing the value for the company! Yet so often, we seem to be working at cross purposes. Instead of focusing on maximizing value, the conversation seems to be about minimizing price. And that's where the disconnect begins. Read More