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There are two different perspectives of wins and losses that I'd like to discuss. One is the fairly typical win/loss review that should be conducted with every major opportunity--particularly for every major loss. The other is a broader view of wins and losses--looking at overall trends and pattern Read More

The other day Seth Godin offered a short post on Sold or Bought. It offered an interesting perspective, but he didn't go far enough on selling. We can further refine this view in a number of ways. One of the major splits I see is sales people who are really order takers versus solution creators. Read More

Cloud-based, online POS systems will change the way retailers do business. Guest author Benjamin Taylor explains how. Read More

How many businesses sell with optimal efficiency? What percentage of them only achieves medium sales efficiency? And how many never climb out of the lowest levels of sales success? You’ll find some answers in a new report from Carew International. Read More

I'm struggling with some of the ideas, these ideas, frankly, I think it's the manager's job to be coaching everyone. This doesn't mean each person requires the same amount of time in coaching. Nor does it mean we have a cookie cutter approach to coaching everyone on the same thing. Read More

More people than ever are value-driven buyers. Demonstrated value is more important in making sales than any discount your small business can provide. Read More

Push is important, it's the obligation of sales people--but it must be correctly focused. It has to be about the customer. It has to be focused on them and what they can achieve. It's the obligation of the sales person to help their customers think differently about their businesses, to discover ne Read More

Yet sometimes our optimism is our downfall. We tend to accept things that fit our picture, not challenging them. We tend to listen selectively, hearing what we want to hear, not necessarily hearing what is really being said. Read More

Here is a copy of an interview with Steve Schiffman, the author of 25 Toughest Sales Objections And How To Overcome Them. Read More