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Quality and result of sales training will become a tangible differentiator for organizations looking to attract the right talent. But reps also need to invest in themselves to qualify for choice sales positions. Read More

Here’s the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three people with a financial backer 14 years ago. In 2010, their 52 sales reps brought in just over $60 million in revenue. Annual sales growth has settled in right around 18%. Read More

Most of the time when we think about qualifying sales opportunities, we focus on the customer situation.  We consider: Do they have a real need to buy, is Read More

The sales manager on your company’s organization chart isn’t your real sales manager. You are the person who is ultimately responsible for producing your results. Read More

I was reading Rebel Brown's great post:  Accentuate The Positive.  It focuses on positive messages and approaches in sales and marketing.  She raised an Read More

You pay in advance for your dream client. If you want to win your dream clients tomorrow, you pay for them with what you do today. Read More

I was reading a blog post the other day, it posed the question:  What's the worst objection?  There were a lot of interesting responses and amusing war Read More

Did you know that there is one thing that you can do that will have a significant impact on your sales? This one thing is 20 X's more effective than what most sales people do today. Read More

Two things that many sales people struggle with are, negotiations and e-mail. This week's guest post is by Jeanette Nyden, who gives us five tips on how to on how to use e-mail to be more effective at negotiating.
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