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Sales leaders are always looking to improve the activity of their teams. One challenge is to get heir team members to understand how much time they should allocate to specific activities. This article looks at prospecting, offers ideas and a calculator give individuals clear focus on how much they actually need to do. Read More

Many people wonder what separates a top performing sales person from the rest of the pack. Here are 17 best practices that top sales performers apply in their business. Read More

Trials are a very useful way of demonstrating to reluctant customers that you have something that they will value. A trial allows them to see for themselves what your product or service can deliver without committing to the full purchase price. Used correctly trials can be a tremendously effective way of boosting sales, particularly of products or services that do not yet have a reputation... Read More

Most business are used to offering just a few payments options: Cash is always acceptable. Checks are usually good. Credit cards are more common than they used to be, and are just about the only option if you want to accept payments by phone. But not all businesses have added an online payment option. With more and more of the purchasing process taking place online, though, it's becoming an impor Read More

Your effort will make or break your sales career. So will your knowledge and skill and ability to add value to your prospects' lives. So will your ability to create trusting and genuine short-term and long-term relationships with prospects, customers, managers, and suppliers. But, perhaps more than any of the factors above, this prospect type will have more to do with your career success than
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There is an amazing number of people in the world who imagine that the law of selling (and business in general) is that one must make a profit by getting an advantage over other people. As a matter of fact, the very opposite is the case. Read More

The sales process is a non-linear. It is the salesperson’s duty to advance the sale from one stage to the next, but not to ignore the needs of their client or their client’s buying process. Sometimes this means going all the way and then backtracking to pick up the pieces in between. Read More

The key difference between an order-taker and a sales-maker is their approach and this approach makes a tremendous difference in their sales results. Read More

Many sales people find it challenging to sell to Type A prospects because they are aggressive and demanding. Apply these strategies to improve your results. Read More