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When should you call a prospect you haven’t talked to before? What can you use to open up the conversation? Find out more in this post. Read More

I have often been an advocate of increasing incentive pay and lowing base pay for salespeople in the B2C space. But increasing the portion of income that can be derived from commission won't work for all types of sellers. Read More

Competitiveness has come to been seen as a negative characteristic. It isn’t. Sales is a zero sum game. The best salespeople have a competitive nature that allows them to believe that they can win and motivates them to take actions in line with those beliefs. Read More

Contrary to some opinions, closed ended questions have value in sales. As with any question, it's more an issue of proper use, at the proper time, for a specific objective. Read More

Sales projections are among the most common challenges for sales people and their managers. Why? What causes these forecasts to be so far off the mark?

Here is a list of 3 steps I take to ensure my projections are accurate… Read More

Your success in sales also depends upon your ability to change, to grow, to evolve, and to adapt. This constant growth and changing is what allows you to continually create value for your company and it’s clients. The game of sales has changed. To succeed in sales now you need more than sales acumen. Read More

FriendFeed is a powerful aggregator of social media. What really makes it interesting is that it is an aggregator of others aggregations. That means you potentially get the best of everyone else’s social media monitoring.

What does that mean? Simply put the best of social media monitoring–aggregation and pretty good noise filtration. Read More

Optimism is a philosophical belief that things will work out for the best, regardless of how the situation or events look today. Optimism is a personal choice to view things positively. Optimism is a foundational success skill for sales people. Read More

There are people who think the grass is greener working for another manager, then there are those who think they would be happier in another department, and there are always people who think it would be better to leave and go work for another company.

Although these scenarios will always exist, I am noticing a recent shift where things seem different. More than ever, I hear people talking abo Read More

Each month you will find the Top 10 Sales Articles of the Month at www.topsalesarticles.com. You can also cast your vote to determine the top sales article of the month.
Once a year the top articles of each month compete for the Article of the Year.

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