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Salespeople - and everyone involved in supporting a company's sales effort - must change - as the business environment is in a state of disruption. Read More

Salespeople find saying "no" difficult. But, sometimes "saying no" is exactly what a salesperson should say to a customer. This blog contains 4 tips to help salespeople learn to skillfully say "no" to customers. Read More

Sales managers should take a few moments to assess how they will manage their sales teams during the year – beginning with how well it’s going so far. A good starting point is to reflect on their performance as a sales manager. In addition sales managers need to realistically assess the compositio Read More

Developing new business is one of the areas where top performers clearly differentiate themselves – they know it is hard to do and they learn how to do it. It Read More

Salespeople must be skilled enough to bring value by the way they sell, as well as, by what they sell. Read More

It is worthwhile to have an accurate assessment of the impact of price concessions on profit. It is important that this knowledge is understood not only by sales management but also by the sales team. Equally important is whether you have unknowingly sanctioned a dramatic decrease in profits by Read More

Off-site sales training cost more money. Yet, it is more effective than when sales training is conducted at a company's site. This blog shares the reasons why. Read More

Navigating an account is never a straight line. Successful salespeople craft a sales strategy and then periodically pause and reassess – modifying as need be.

It’s so important salespeople take the time – especially in larger accounts – to stop, pause, and reassess. Not only will it ensure that Read More