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For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although Read More

Most salespeople believe that they have the greatest ability to sell during their final presentation. Simply put, they are wrong. It’s much earlier. Read More

With changing and evolving markets and buyers, it is up to the seller to change and advance his game. Sales people need to add and change their technique or risk being outdated, even when their product is not. Read More

Sales managers want to “fix” or fire underperforming salespeople. Neither approach is the right first step to improving your team’s performance. Read More

Even though some event may be necessary to advance your deal, your dream client doesn’t want what most salespeople believe is a presentation. Read More

You must respect your competition, but that doesn’t mean you have to fear them. Your competition is human, and that means that, even though may have certain skills or advantages, they can be beaten. Read More

Selling is a lot like driving, you have to maintain flow while dealing with a host of expected and unexpected element. How you deal with these will determine of you arrive safely at your destination, a satisfied customer. Read More

Small-business owners often can gain an edge on larger competitors with cost-efficient and creative marketing strategies. Call it guerrilla marketing -- achieving conventional goals with unconventional methods.

The free social-media site Twitter has become one of the most popular weapons in the Read More

No matter how excited you are about it, no matter how much you believe—and you absolutely must believe—you don’t sell what you want to sell. Read More

Succeeding means knowing when you need to apply the science of sales, and knowing when you need to exercise the art. Read More