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With all the opportunities to "touch" your clients and prospects with social networking tools, sales people need to make sure they don't confuse "touching" the prospect with connecting with a real person and developing a real relationship. Read More

At time it is the things that we fail to do as sales people that prevent success, rather than how well we do execute those things we do. Planning is one success factor that many sales people do not do, or don't do enough of when they do. Read More

In sales the close is important but not everything. To close more effectively and with less stress, you need to set things up right from the start, even before the first meeting. Read More

While learning and developing should be an ongoing process for all professionals, including sales, the promised recovery and the turn of the year presents a unique opportunity to reflect and see what lessons the downturn offers us moving forward. The right lessons and practices adopted during though times generally can have an ongoing impact on how one sells. What lessons did you take from the Read More

Too many sales people spend too much time committing to do this or that to achieve sales success. For 2010 figure out what you should STOP doing and give yourself a real shot at succeeding. Read More

Often the difference in succeeding in sales is not the lack of intent or ability, but the lack of a clear plan with specific step by step plan. Trish Bertuzzi of The Bridge Group, Inc., present 8 specific ways sales executives can get an 8% uptick in productivity. Read More

According to an article in the Harvard Business Review a few years ago, an 8% increase in the effectiveness of your existing sales force is equal to adding 25% more reps to the team. Given the choice, I would rather work on effectiveness, here are some simple measure towards that. Read More

There is a lot of talk about Sales 2.0, Web 2.0, even Buyer 2.0. Is it real or just more labelling or marketing hype. While many Sales 2.0 tools are great for working with active prospects and clients, they seem to lack the ability to initiate engagement, they are much better suited to moving things along. Read More

As with all things in sales, it usually comes down to execution, no surprise that it applies to when you choose to change employers or employees. Don't make the move for the wrong reason or the wrong time. Read More

The Sales Bloggers Union is back with a fresh coat of paint and tons more opinions and attitude. Read More