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Sales leaders are always looking for ways to improve results. It begins with getting everyone focused on the right things. Here are 8 tips that will help you improve team productivity. Read More

In 1999, I was the general manager of a business. Y2K was on the top of nearly everybody's thoughts at the time. I stayed up until midnight on New Year's eve of that year, wondering if all hell would break loose at midnight thanks to Y2K. Perhaps you joined me on that journey.

Well, all hell didn't break loose (unless you consider the financial industry's near demise about a year ago which had Read More

What does it take to make it through the dark winter months to get to our spring harvest of sales? A commitment to the sales process and the ability to detach emotionally from specific results. Jerry Kennedy writes his premier post as a full-fledged member of the SalesBloggers. Read More

They say that sales is a numbers game. It’s not a numbers game; it is far too complex and too important to be boiled to something as simple as making more calls. But that doesn’t mean there isn’t a lot to be gained by looking at some metrics and making some judgments about where you might improve your sales efforts. It’s time to Quantify Yourself. Read More

There are a number of thing that then to come up while selling that need mentioning, but may not merit a full post (some may argue may not merit anything at all). So in doing the year end clean up on my BlackBerry, here are some loose ends. Read More

Knowledge of the cultural baggage you carry around with you helps you to improve the cross-cultural communication skills you need for international business. Your international business success depends on how well you know yourself. Read More

There is a lot of discussion on who is responsible for a companies growth. What do you think, is sales responsible for a companies growth?

This post breaks down, who and what impacts growth the most. Complete with some good discussion and thought. Read More

The "sales instinct" is something that is the by-product of a group of traits, the combination of which is greater than the sum of its individual parts. These traits which work in concert to provide the salesperson with tools that provide them with a substantial advantage over others who do not possess the sales instinct. When I refer to "selling instinct," I'm talking about six factors,,, Read More

Sales person doesn’t really sell products. He or she sells ideas about products. A sale is a successfully completed only when true ideas are sold, and afterward are delivered by the product or service. Read More

In sales the close is important but not everything. To close more effectively and with less stress, you need to set things up right from the start, even before the first meeting. Read More