Here are seven presentation rules that will keep prospects in their seats. 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…

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

Every salesperson has an achilles heel. But this particular one could be costing a company countless deals every year.  More…

Thirty million sales presentations will be given today. Millions will fail. Millions more will be received with yawns. A few will establish a positive connection between a salesperson and a prospect. More…

While it’s impossible to pinpoint exactly what makes a great salesperson … well, great, here are five common traits of today’s top closers that any salesperson can develop to energize closing rates: More…

The opening moments of a cold call are the most critical. The primary challenge in those opening moments? More…

As a Sales & Marketing pro, you already know what to say when negotiating with a customer. But it’s what you don’t say that can be even more important. More…

Here are 10 examples of what salespeople may do to undermine their closing efforts: More…

Socrates, the 5th century philosopher, got students to discover truths by asking themselves simple questions.  More…

Here are seven steps that may turn your presentation into a winner: More…

During the movie Wall Street, Gordon Gekko tells a young Bud Fox, “I look at 100 deals a day, kid. I choose one.” Sounds extreme, but it’s exactly the type of challenge prospects face on a regular basis.

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Value expectations of customers are changing dramatically. Customers not only demand more value than ever before but are clear about the kind of value they want. More…

This simple sentence is enough for some salespeople to leave a prospect’s office and never return: More…

Whether you’re a veteran in the sales game or just cutting your teeth, your ability to communicate effectively with customers determines your success or failure, plain and simple. More…

Sales expert and author Steve Martin has interviewed more than 1,000 salespeople over the past decade. The goal: To determine whether top salespeople have common traits that contribute to their success.  More…

It’s exciting when your company comes up with a new product or service. But it may not be as easy to get customers or prospects to share that enthusiasm and buy. More…

Here are five bad habits that are almost guaranteed to turn prospects off. More…