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If you're uncomfortable in a sales situation, you make your prospect uncomfortable; uncomfortable prospects don't buy. What can you do to get comfortable? Read More

In today’s commodity-driven world it is easy to fall prey to discounting your product or service in an effort to capture the sale. However, there is a better way to deal with the dreaded price objection. Read More

Fast Company Magazine has just released their annual list of The World’s 50 Most Innovative Companies. Included are a lot of players you’d expect to see, like Facebook, Amazon, Apple, and Google (Nos. 1, 2, 3, and 4 respectively). There are a few surprises on the list too, like Nike’s rise to 13th from 27th, PG&E’s debut at number 7 and Twitter’s premiering at the very bottom of the list. Also Read More

Great perspective on how many are shying away from the risks they need to take to succeed in their businesses. Recession or not, embrace the challenges and go for the gold! Read More

So here we are as promised, Step 2 of the 5 Steps To Get To No Faster and More Often: Talk To More People. No kidding, right?  In fact, I could Read More

Most definitely, retail clerks have their place in the retail industry, and if you're a retail clerk, please don't be offended by this post. Retail clerks work very hard at what they do. Different skills are required for a shopper interested in a $3.49 bottle of shampoo than a shopper interested in a $34,900 car (having said that, if all sellers of shampoo were properly trained on how to sell, th Read More

If you want some good examples of how to optimise your company’s revenue, you only have to look as far as mobile phone operators and low cost airlines. I Read More

Are your sales calls forgettable, or do your customers really, really like you? If you'll learn this sales lesson from American Idol, you can be memorable. Read More

Gaining input from members of your network online and offline can open up solutions to problems or highlight opportunities that you may not have thought of. This can be on a regular basis, a brainstorming session or for a specific project. Read More

The Sales Blog is covering The Conference Board’s Senior Sales Executive Conference. This year’s theme is Sales Operations as a Strategic Revenue Growth Asset. TSB gives you the major ideas and takeaways. Read More