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Great salespeople have the ability to speak well and to convey their ideas and their solutions. This ability in great salespeople is never exercised until they have exercised the even greater communication skill of listening first, because it proves they care. Practice these ideas to improve your communication skills. Read More

Great salespeople have the ability to create high-level rapport with their prospects and their clients. Great salespeople have the ability to connect on a very human level. This rapport is built upon the salesperson’s empathy and their emotional intelligence. Here are 5 ways you can improve your empathy and emotional intelligence. Read More

Sales is about creating positive outcomes for others. In order to create these positive outcomes for others, the salesperson has to have both the desire and the ability to do so. Take these actions to demonstrate that you care! Read More

Determination is an essential attribute of great salespeople, allowing them to succeed where others fail. Determination allows the professional salesperson to persist in their efforts to acquire new clients and to succeed in delivering the outcomes they have promised. Take these actions to develop your ability to persevere. Read More

To succeed in sales today requires the ability to be resourceful. Advancing the sale with prospects and achieving the outcomes that you sell requires the imagination and the creativity to find a way or to make one. Read More

The Sales Blog is covering The Conference Board’s Senior Sales Executive Conference. This year’s theme is Sales Operations as a Strategic Revenue Growth Asset. TSB gives you the major ideas and takeaways. Read More

Taking initiative means taking actions proactively. It means taking action before it is necessary. It is what defines professionalism, especially in sales. These four ideas will help you take initiative . . . as long as you don’t wait for directions. Read More

Winning in sales (or anything) requires that you compete. But first you must compete against the personal obstacles and roadblocks that prevent your success. Then, you have to play the zero sum game like losing has consequences, bringing you’re A-game to every contest. Read More

Optimism allows the salesperson to continue in the face of adversity. It allows the salesperson to hear no and to lose deals without attaching the negative meaning that would prevent them from taking future actions. Read More

Self-discipline is the cornerstone of effectiveness in sales. Here are 7 methods for building the self-discipline and the strong foundation for success in sales. Read More