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A few weeks ago, I posted Would You Fire Your Top Sales Performer.  It's generated quite a conversation on the various different sites that it's been posted.  Read More

Discover how you can make more sales by using a customer follow-up method. This post reveals what you should include in your follow up strategy. Read More

This week's guest post by Linda Beck looks at the importance of Emotional Intelligence. Linda examines the role it plays in an organizations success, but how to manage and leverage it in sales. Read More

Did our salesperson fail us, or did we fail them? The subject is important in thinking about our roles as sales managers and sales leaders. Who failed whom? Read More

Prospects and Clients do not buy features. They buy the benefit that a feature gives them. Here is how to reshift your story to include benefits and grow sales. Read More

Marlene Chism author of Stop Workplace Drama, discuss the impact of drama on the workplace. Discover the key factors affecting productivity as a result of drama in the workplace. Read More

There are lots of currents in the sales game, any of which can sweep you away if you let them. Without personal goals and strong action, you drift. Read More

One of the most important coaching roles a managers can play with the sales people they are coaching is getting them to think differently. In the press of everyday business, we get in a rut--I wrote about it a couple of days ago in "Momentum-Helping Us Or Holding Is Back?" In maximizing the perf Read More

An old colleague of mine had a great way of looking at things.  He and I would meet with thousands of sales people every year.  He woul soften comment:  The Read More