The economy is starting to look up, but in the meantime, managers who hope to maintain high closing rates would be well-served to employ these three strategies as part of their sales blueprint:  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…

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…

Don’t let anyone tell you the economy’s bad for Sales. Nothing could be further from the truth.  More…

Direct mail marketers beware: The U.S. Postal Service (USPS) is veering desperately close to default. The question is: Is it too late to save the USPS from temporary shutdown? More…

Some salespeople try to come up with new techniques or strategies to survive tightening markets and shrinking budgets. But there are no new strategies that’ll replace these seven that aren’t subject to changing market conditions: More…

A new study reveals Chief Marketing Officers (CMOs) across the country see worthwhile reasons to increase their investment in social media marketing in the years to come. More…

As the cost of goods rises, salespeople are faced with the unenviable task of explaining price increases to loyal buyers.  It’s not easy. But there are ways to justify a price increase that decrease buyer resistance – and may even boost loyalty. More…

Customer loyalty has never been more important to a company’s long-term success. More…

Let’s face it: Bad news is no stranger to many workplaces these days. And there are some phrases you just don’t want to hear — because what generally follows is very unpleasant news. More…

Over the next few weeks, back-to-school shoppers will pump an estimated $68 billion into the American economy – and the spending has already begun. More…

Here are two strategies top managers use to keep profits soaring when prospects simply aren’t biting:  More…

These four strategies can help you prospect more effectively during tough times and win more business from your existing customers in the process:  More…

The sellers who survive down markets and even grow during tough economic times are the ones who assume nothing and question everything. Some questions worth asking: More…

The Associated Press just completed its monthly analysis of states that are “stressed” and those that are on the rise. More…

Just because the economists are passing out rose-colored glasses doesn’t mean everything’s back to normal, savvy sales managers will tell you. More…

Today’s sales managers need to get a bit more creative if they expect to keep their closing rates high.  More…

Preach business as usual all you want, but it won’t change these three buying behaviors that impact closing rates during an economic downturn:  More…

With all eyes fixed on confidence and spending right now, these three economic indicators may be a sign that good things are on the horizon in 2011:  More…

A well-known business expert lays out his ideas for how every sales organization can boost sales, loyalty and profits in the year ahead.  More…