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In the past, success in sales depended very heavily on the salesperson’s sales acumen. While sales acumen is still necessary, business acumen is now equally as important as sales acumen (and in many cases, more!). The business of sales is now the business of business. Use this list to build a plan to improve your business acumen. Read More

Salespeople open relationships. Opening relationships is built upon the ability to prospect. Follow these steps to improve your prospecting results. Read More

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

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

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

Thoughts on when it is okay to fail and when it is not okay to fail. These meditations focus on the contests in sales, as well as the contests in life. Sometimes it is okay to fail, but never when it is a failure that could have been prevented by additional effort. Read More

The openness to ideas, especially ideas that you disagree with and that make you uncomfortable, is one of the foundations of mastery. Judge these different perspectives on their effectiveness in a single situation, knowing that there is no right and wrong. Read More