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Since sales don't unfold in a straight line, sales people should not be surprised at getting "no" along the way. In fact they should be looking for way to get some "No's" to help the sale along. Read More

Before Sales 2.0, there was Punk Sales. Malcolm McLaren like many others were able to combine marketing and sales to meet a demand missed by others. Read More

Options are great in buying a car or playing the upside on a stock, but they don't belong in selling. As an expert you should work to understand the buyers specific objectives, and present the best solution based on that. If you need to make adjustments make them based on further input from the buyer. Read More

It's a competitive world out there for sales professional, you need to make the most of every opportunity. So don't be soft or laid back, stand up, assert yourself, make your presence felt, and lead the sale, it's not a game for wimps.
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There are some very predictable events in sales that need to be dealt with well in advance rather than when they may occur. One is the impact of vacation season on sales decisions. If you know that your decision maker will be on holiday in June, and you sales cycle is 90 days, you need to plan and execute now to avoid delays or no decisions. Read More

If you are in sales, front line, executive or in between, you have probably been involved in a discussion as to whether sales is an art, a science, or what specific mix of the two. Regardless of where you are on that issue, the one thing that remains constant is TIME. Time after all is the currency (as in tender) of sales. Read More

Multi-tasking is not all it's cracked up to be, nice phrase but in reality it is just an opportunity to not complete a whole bunch of things at once rather than getting them done well. Do one thing at a time, do it right and to the best of your ability, and you will find it takes less time than multi-tasking. Read More

Rapidly growing 'social media" sites have the challenge of maintaining a "social" experience with their users while balancing the business realities of a growing site. Too big a gap between experience and expectations could leave users dissatisfied. Read More

A successful sales manager has to coach his/her team members to success. This is a special challenge when a manager who was a "farmer" is faced with coaching reps how to "hunt". Read More

The feature - benefit is a good start, as is the "WIIFM" approach to satisfying clients' requirements. But if you really want to succeed in selling and retaining clients you should really help clients understand the impact you can have on their business and objectives. Read More