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Good selling and good coaching of a sales rep are not that different. In both cases you need to properly Engage-Discover-Gain commitment-Execute. Not always easy, but straight forward. Read More

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Well, all the submissions are in, 14 potential resolutions to the challenge faced by our sales team in the scenario presented. Now it's time to vote for the winner, the one you think best resolves the challenge. Come read the answers and vote. Read More

Sales managers have to balance the White and the Black in managing the process, coaching and leading their team members to success. If the can master enforcing the process and related rules, while at the same time coaching team members to consistently execute, they will achieve the Yin Yang of sales management. Read More

On Tuesday October 20th — 1:00 pm Eastern, Jonathan Farrington presents his first solo Top Sales Experts Masterclass of 2009, and you can be there, with my compliments. Read More

Sales people will tell you the thing they hate most about cold calling are the objections and rejections. Fair enough, so what can you do about that and still win new prospects, find out. Read More

A short TV discussion on the role of the sales process, execution, and sales recruitment in a successful small business Read More

To sell or not to sell? At times sellers have to make the hard choice: do they sell a solution the client insists on even while know that it is not the right solution? Or do they make the sale and fulfill their mandate to their company? Or is selling their only or real mandate? Choose! Read More

Despite many opinions to the contrary, and the challenges and sheer volume of things sales people have to get done to succeed in today's market; many sales professionals should take comfort in the fact that they are better than most think, and there many ways that can help them sell even better. Read More

Sales people need to be a lot more curious and willing to learn how they can deliver value to buyers, not just sell them what they know. They need to learn to ask more why? Read More