When a prospect asks a question, the sales process has reached a crossroads. The way a salesperson responds can move the sale forward or kill it in its tracks. More…

The best way for sales managers to pinpoint all the opportunities before they start forecasting: Look at these four areas and determine how each can be used to impact revenues in the months ahead.   More…

Shortening the sales cycle is the most effective way to increase revenue without adding costs or resources.   More…

Sick of dealing with stubborn gatekeepers? These five back-door approaches may be the answer, if you’re willing to go rogue:   More…

In order to achieve breakthrough results in 2012, managers need to focus on three strategic drivers:   More…

Why do some new salespeople who are competent, professional and knowledgeable have so much trouble closing? Here three leading reasons they struggle to “close the deal.” More…

Consider some of these underutilized metrics that have the potential to transform a handful of average reps into lean, mean selling machines:   More…

“We’d like to think it over” – six words salespeople hate to hear. They feel like their grip on the sale is slipping, so they scramble to tighten their grasp. But much too often, that tightening causes the sale to slip through their fingers. More…

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…