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If you're uncomfortable in a sales situation, you make your prospect uncomfortable; uncomfortable prospects don't buy. What can you do to get comfortable? Read More

So here we are as promised, Step 2 of the 5 Steps To Get To No Faster and More Often: Talk To More People. No kidding, right?  In fact, I could Read More

Most definitely, retail clerks have their place in the retail industry, and if you're a retail clerk, please don't be offended by this post. Retail clerks work very hard at what they do. Different skills are required for a shopper interested in a $3.49 bottle of shampoo than a shopper interested in a $34,900 car (having said that, if all sellers of shampoo were properly trained on how to sell, th Read More

Are your sales calls forgettable, or do your customers really, really like you? If you'll learn this sales lesson from American Idol, you can be memorable. Read More

The Sales Blog is covering The Conference Board’s Senior Sales Executive Conference. This year’s theme is Sales Operations as a Strategic Revenue Growth Asset. TSB gives you the major ideas and takeaways. Read More

Are you afraid of hearing No? If you're in sales, you need to learn to love it! Start by getting the proper mindset: remember that No just means Not now. Read More

Salespeople are under a lot of pressure to win new business, so I’ve come up with some ideas to help you and your sales team meet your goals. The good news is your prospects are “hiding out” in some very public places. When you are looking for a way in, look for a project or challenge the prospect is facing that matches what you sell! Here are 3 ways to get the inside scoop and find new prospects Read More

Think sales is all about getting to "Yes"? Think again! If you really want to succeed in sales, stop obsessing about getting to "Yes" and start worrying about how to get to "No" faster and more often. Read More

Salespeople in retail do the same thing everyday, opening the cash drawer and maintaining this display and entering information there. Those who sell in customers' homes drive to appointments every day and do their thing, and then drive to the next appointment. Door-to-door canvassers are out in the streets of the community drumming up prospects or closing sales. Prospectors are on the phone day Read More

There are some great communication enablers for sales professionals these days. But it is important that we do not lose sight of the fact that content and the message and ultimate value are what counts, not the medium. Read More