Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. How can you do that and still succeed as a salesperson? Listen to this week's episode of the Sales Management 2.0 podcast to find out... Read More
Now, I'm no Anthony Hopkins, but training in acting and theater has definitely enhanced my sales career. With one foot in the world of theater and the other in the realm of business, here are a dozen suggestions to help you perform effective sales presentations. Read More
They're having a bad day. Or they're rushed. Or they're just naturally pissy people. If you work in sales, you've met them before. They're pissy prospects. Read More
It's funny how people say they don't like something before they even try doing it. Our attitude and outlook does shape our actions and success. Read More
Some of you may even feel that your commitment to being honest is what makes self-employment hard, especially when it comes to marketing and sales. It's certainly not difficult to find examples of dishonesty in business. But I wonder why we, who are clear that honesty is not optional, would choose to base our idea of business on behavior we reject Read More
Have you ever considered changing your compensation plan to paying on collection? The impact on your sales team might be greater than you think, and Dave Kahle walks through the issues in making this transition and how to do it as easily as possible. Read More
Taking the attitude of 'if they like it, they will buy' and thinking that asking for the business is being too pushy, is downright silly. Customers expect you to be the expert on your product and expect to be closed by you. Read More
It seems strangely ironic that my post on pitching should coincide with the death of TV pitchman Billy Mays. Pitching is not always the most appropriate sales approach - but when the time is right, you need to know the skills of the old-time pitchmen to succeed. Read More
This week we see a number of ways people on either side of the sales equation choose to play with the facts. As well a rep who can't help but pitch every chance he gets. Read More

Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!
Share your small business tips with the community!