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A successful sales manager has to coach his/her team members to success. This is a special challenge when a manager who was a "farmer" is faced with coaching reps how to "hunt". Read More

The word “simple” means that something is not complicated. It doesn’t mean that something is without difficulty. Selling is difficult. Here are five simple (but not easy) ways you can sell more. Read More

Some incorrectly equate one call close selling with aggressive or sleazy sales techniques. This isn't the case, but successful selling in a one call close environment does require significant sales skill. The one call close seller must convert a shopper to a customer in a quick Read More

Everything you read these days has a connection to social media, because everyone is doing it. Or are they? A chorus of voices shout 'yes' in unison, but... Read More

The last two weeks were busy with the Sugartone contest. My weekly review of business articles on BizSugar resumes again this week. As always, here are the articles I enjoyed reading on BizSugar and some of the thoughts they inspired related to international business. Read More

A clean and tidy desk will reduce stress and boost good time management. Some study suggests that about 15% of our time is wasted looking for misplaced files, paperwork or that post it that you scribbled someone’s phones number or email address on. Read More

Anthony Iannarino interviews Tom Peters on his new book, The Little Big Things: 163 Ways to Pursue Excellence. Tom talks about brand you, the little big things in sales, the value of business acumen, the politics of change management, and Twitter. (Part One) Read More

The feature - benefit is a good start, as is the "WIIFM" approach to satisfying clients' requirements. But if you really want to succeed in selling and retaining clients you should really help clients understand the impact you can have on their business and objectives. Read More

Anthony Iannarino interviews Tom Peters on his new book, The Little Big Things: 163 Ways to Pursue Excellence. Tom talks about brand you, the little big things in sales, the value of business acumen, the politics of change management, and Twitter. (Part One) Read More

Salespeople mistakenly believe that their dream clients aren’t open to changing business partners. They mistakenly wait too long between attempts to create the relationships they need to successfully compete for their dream clients business. The root cause is call reluctance. Read More