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What’s the difference between good sales people or sales managers and truly great ones? I guess we can come up with lots of lists, but I think they reduce to one thing. The truly great sales people and sales manager always focus on getting better, the good ones are content with being good. It’s Read More

Asking the right questions during a sales meeting makes the difference in the sales process moving forward or grinding to a halt. Here are 23 sales questions that will help you increase your sales. Read More

The rules of successful selling are changing, again, as the marketplace continues to evolve through a protracted global recession. Those who win business in today's environment share a number of qualities, just as those who lag their competition seem to have their own common characteristics. If you Read More

here's a new business information site that has some terrific tools to enable lead generation…and it’s free. The site consists of company profiles for more than 1.5 million U.S. businesses who are business services providers. Read More

Just because you have been around for some time does not allow you to slack and not execute the basics of sales. This attitude must be met head on by managers and addressed in a direct way. Read More

The C-level executive’s communication preferences are changing. As their preferences evolve, it’s important to remember that your preferences don’t count. Read More

Even if you are as gifted as a politician in answering tough questions or have been at the game for decades, planning your sales calls is still necessary. Read More

Regardless of the how or the why, ending someone’s employment isn’t easy--even when it is necessary. There are couple big principles that can make it easier for both you as the sales manager and easier for your sales person. Read More

We're all busy. We run from meeting to meeting, we're busy doing research, reports, working on social media.... The list can go on. No one suffers from a lack of activity---the key to sales productivity, though, is are we focusing on the right activities? Ideally, as sales people, we want to spend Read More