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Investigative prospecting is about identifying individuals or corporations that are experiencing a certain event that makes them more open to immediately doing business with you. We have talked about sources of sales leads, and even Linkedin prospecting in the past few days. Today's sales podcast is for Day 6 of The 28 Days to Better Selling. I Read More

Yahoo wants to buy some startups, especially social media and smartphone application companies. But would that be the beginning of the end for the startup? Nicholas Carson at Silicon Alley Insider looks at Yahoo's "entire sorry acquisition history" ... Read More

Do you sell more like Johnny Depp? Or Anthony Hopkins? Or Read More

No deal is better than a bad deal, plan ahead to avoid the dreaded Yes We'll Take That Deal! Read More

Jerry Kennedy's new Motivation 101 Blog is all about helping find and keep that boundless energy that comes from proper motivation. This recap of the five pillars of creating motivation and momentum introduces the mission of the blog. Read More

Sales people must have an ability to filter. That means working through a lot of potential business and prioritizing opportunities that will close now along with deals that will close in the future. A strong pipeline is going to payoff now and it pays again later. Read More

Most companies will usually have a sales process in place which they want you to follow. This begs the question - should I follow my company's sales process? Read More

Steve did a good job selling. But he could have done a great job. Read More

So you'd like to see better results? If that's what you really want, I have two words for you: keep moving! Goals, targets and the proper mindset will get you a long way down the road, but without the actions to support them, at the end of the day all you'll be is frustrated. Read More

Sales is a field where you often see people move up the ladder very quickly. Creating winning teams begins with the manager. Let's look at this from two perspectives— Read More