5 words that reflect (and even encourage) failure

There are words you hear in the workplace and from customers that might sound good — until they’re put into context. Then they take an ugly turn.

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3 signs of the Twitter apocalypse

The world didn’t end in 2012, but signs of a Twitter apocalypse were all around.

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3 phrases to avoid when firing a salesperson

When it comes to letting a salesperson go, the words a manager chooses may also expose the company to legal action. 

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7 business buzzwords you should banish now

Thank goodness we’re no longer being implored to “think outside the box.” But beware, new workplace buzzwords have stepped up to take its place. For instance …

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The 10 biggest lies prospects tell your salespeople

Some customers insist on treating your salespeople like rookies who can be hoodwinked by the oldest excuses in the book.

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Top 5 ways to resolve customer complaints

A recent survey asked customers to rate the capabilities of a wide variety of salespeople from local businesses to regional and national suppliers. Even though regional and national firms had far greater resources, customers gave their highest rating to salespeople in local firms. Why?

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Best darn value-added selling checklist: 4 must-haves

The most successful value-added salespeople understand their products and services, the value of their solutions and how to guide their prospects to understand that value. Here are four things you must have to accomplish those goals:

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3 horrible sales messages during Hurricane Sandy

When Hurricane Sandy hit the east coast, one of the last things anyone expected was for businesses to newsjack the super storm.

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6 Things You’re Graded on as a Salesperson

Customers use the following six factors to evaluate salespeople, according to research by Dr. Leonard Berry a Marketing professor at Texas A&M:

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8 scary sales stats you need to know now

What should salespeople be frightened of — beyond warehouse shortages, shipping mistakes and other factors they have no control over?

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6 words grabbing the most clicks on Facebook

Looking to drum up clicks — and sales — on your company’s Facebook page? Then you’ll want to take a look at the results of a recent report.

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Do you know the No. 1 strength every Sales applicant must possess?

Rare indeed is the salesperson who can close a sale in one or two contacts. Selling is an exercise of trying to beat the odds of rejection. Keep this information in mind when interviewing to fill your next Sales vacancy.

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The 3 most horrifyingly bad ads of 2012

This year brought with it a surge in horrible advertising. Here are the three worst offenders so far this year:

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The 4 main reasons salespeople make it to the top

What’s the difference between a good salesperson and one who gets to the top rung? The best salespeople exhibit this profile of behaviors that separate them from average salespeople:

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5 sales strategies for rocking the final quarter of 2012

The final quarter of each year is traditionally the most difficult in terms of achieving breakthrough results.  

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Why 33% of buyers aren’t listening to a word you say

Nearly a third of prospects have already decided which salesperson they’re going to do business with long before the official “selection” process begins.  

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Were testimonials on social media site legal?

A company posted pictures of atypical results on its social media site and tried to pass them off as ordinary results. Was the company allowed to get away with it?

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4 cliches hurting your department’s results

Relying on long-time business cliches could very well signal the downfall of your department. 

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The 3 biggest myths about what customers want

Here are the three biggest customer myths in selling today, as well as what every manager can do to help salespeople overcome each of them.  

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6 common habits sure to kill your credibility

You try to arm your reps with the best tools for closing deals during face-to-face meetings. But one or more of these six habits could be sabotaging your sales force:

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