If your salespeope exhibit these five traits, you probably have winners.  If they don’t, you may want to find out why not.

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New salespeople do a good job of presenting products and services, but they are often weak in one particular area. More…

Selling is an effort of trying to beat the odds of rejection. More…

Sales managers, consultants and trainers were asked to list the worst mistakes new salespeople make. Here are the top 15 responses: More…

Studies have shown that some salespeople reduce their cold calling efforts by as much as 38% during tough times. That’s not good. More…

Here are three tips that will help your salespeople find new business. Share them at your next sales meeting. More…

Here’s some critical information to share at your next sales meeting. More…

Do your reps begin their sales pitch aiming to understand the customer’s agenda and provide pertinent solutions? Here are 11 questions that will give you the answer: More…

Several experts are coming forward, explaining why an age-old opener has long since worn out its welcome. More…

Sooner or later it happens to the best of us – a sudden slump that starts slowly and then snowballs. Conventional wisdom says the best way to break out of a slump is to keep doing the things you’ve always done. But we disagree. More…

Knowing what prospects expect may be the most important key to successful selling today. Here are five prospect expectations that, when met, create solid relationships: More…

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…

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

This sales-centric joke may be the perfect way to ease the tension at the beginning of your next sales (or management) meeting. More…

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

The first five minutes of a sale call are the most critical. Here’s why: More…

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

To turn customers into long-time buyers you’ve got to develop the “caretaker profile.” More…

Some list gatekeepers as public enemy No. 1 when it comes to cold calling selling. Others credit gatekeepers for steering them in the right direction and helping them close a sale. It all depends on the approach. More…