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Here are several sales training podcasts worth listening to. Read More

With all the gloom and doom on the air these days, thank god for podcasts. I find that I can lift my mood, improve my skills and be more productive by listening to some great podcasts available to all. Here are some samples of what is playing in my car and on my runs these days. Read More

n most businesses, between 70-80% of your leads are long term. They're potential clients who pass all your qualifying criteria - but they're just not ready to buy right now. Ideally, you want to begin to build a relationship with these potential clients so that when the time is right to buy, you're in the front of their mind. Unfortunately, Read More

This podcast offers six sales tips to close more sales by taking the lead to get customers to make a yes or no buying decision. Read More

Jill Konrath, Dave Stein, Charles Green, and Skip Anderson contributed to this unique FREE eBook "Selling Through a Slump: An Industry-by-Industry Playbook." Read More

"It's all very well to say 'qualify your bids'", said a company director last week, "but in our industry, a two per cent win rate is the norm." - is that for real??? Read More

It seems Ben Stein is a bit nostalgic about his first summer job as a teen when he sold shoes. Read More

Perhaps something that is less often looked at with regards to how sales managers interact with the individuals in their department is how managers use the information that comes to them using sales systems. Do you use it monitor behaviour? How far should one go in using this data in managing your personnel? Read More

An effective sales manager uses many methods to help his team achieve their targets. Different approaches are needed for different team members. However, one approach that is almost always neccesary is coaching. And unfortunately, it's usually done very badly. Read More

In this episode we chatted with Will Fultz Author of Top Sales Blog about how and why to reward top sales producers. This episode looks beyond the paycheck at how to truly build loyalty in a sales force. Read More