When you’ve got a hot prospect in your sites, these 10 phrases are anything but welcome:  More…

Here are five closing myths that can lead to lost sales and extended selling slumps: More…

Some salespeople who have no problem delivering proposals face-to-face with prospects develop writer’s block when they are asked to put them in writing. Written proposals can make or break a deal, so they should be written with care.   Here’s a suggested outline for a proposal: More…

How many of these 10 excuses have your salespeople tried pass off as fact over the years?  More…

In life and in Sales, sometimes it’s the most awkward questions that lead us to the right answers. Here are five sales-centric examples:  More…

Half of all salespeople nationwide are failing to reach quota on a regular basis, according to statistics from CSO Insights. Here are three ways to help your reps overcome the mediocrity:  More…

Of all the possible closing mistakes a person could make, two are more damaging than all others combined. More…

Here are six critical qualifying questions every salesperson can benefit from asking: More…

How your salespeople open a sales call is more critical than how they end it, according to a survey of purchasing execs. If they don’t create interest immediately, they won’t be given the chance to close the sale. Here are four keys to a killer sales call: More…

Buyer resistance is at an all-time high, but these four strategies can help salespeople turn reluctance into opportunity, transforming common objections into a valuable selling tool:   More…

Here are 10 very valid reasons why the average cold call has gone the way of the Maytag man:   More…

Here are the top five reasons people struggle to “close the deal” in today’s environment: More…

In many cases, leads are what you make of them. Here are four keys to segmenting your sales team to capitalize on leads based on their source. More…

Prospects are under the gun, and fear of making a bad decision could keep them from doing any new business.  These four steps can turn that fear into opportunity and transform buyer resistance into a valuable selling tool: More…

Too much emphasis is given on how to break the stall later in the sales process and not enough on openings that avoid stalls in the first place. More…

There are 15 qualities that leading salespeople have in common. They are not inherited qualities but ones that are developed through hard work. More…

A recent study and a well-known columnist reveal why prospects click through on an email and how to maximize your return on email marketing campaigns.  More…

Top business pros don’t only anticipate objections, they welcome them. More…

Sometimes the cause of flat sales is less about the economy and more about what’s going on internally.  More…

A new study reveals more than half of sales managers are falling short of their goals in 2011. Here’s how to correct mistakes and come back strong in 2012. More…