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How to use statistics to help drive sales or convince prospects how good your product or service is.

Statistics in sales are what can differentiate you from your competition. Read More

Many in sales use pipeline and forecast interchangeably. The reality is that not only are the two very different, but the way some pipelines are managed lead to continuously erroneous forecasts. Read More

Tough economy got you - and your sales - down? It doesn't have to be that way. Here are twelve, highly effective yet simple ways to blow the hinges off your sales this year. Read More

Salespeople get into trouble when they believe so strongly that they will win a particular deal that they don’t take the requisite steps to prepare for the unimaginable loss. The only way to prevent the loss of a deal from disrupting your sales plan is to plan for the loss of the deal in the first place. You should never count on winning any deal, regardless of what it looks like, regardless of w Read More

If you look at the Lijit search widget on the right side of my blog you’ll see that the most popular topic readers search for is… Cold Calling Scripts. I find it interesting because using scripts is one of those “BIG Debate” topics that sales people and their manager often argue about.

In my very first management role I wanted everyone to, “say it just like I say it …word-for-word and you’ll Read More

It isn’t the sales manager’s job to motivate their salesforce. It is their job, however, to hire self-motivated salespeople who will take the action necessary to win every day, with or without them. You can easily be one them! Read More

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Most sales people face more competition than ever. And those competition are knocking on your customers' doors trying to take the business from you. Here are three strategies that can help you keep them out. Read More

Sales people need to realize that a pipeline is not a holding crate for everything they come across in the course of the day, but a place to manage real opportunities to close. Rather than having the false comfort of a "full pipe", they should be striving to clear the distractions and focus on closing and refilling the pipe with viable prospects. Read More