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

There are three situations customers usually find unacceptable:  More…

With tighter budgets and fierce competition upping the ante, it’s more important than ever to seize any possible advantage and gain the upper-hand.  More…

When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses:  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…

Here are 30 universal sales truths that have stood up to time and technology: More…

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

More often than not, it’s something the company (or salesperson) didn’t do that causes customers to do business with a competitor. More…

A best-selling sales author shares his keys to training success.  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…

Nine out of 10 world-class sales organizations make it a priority to formalize their value proposition regularly, according to a recent Miller-Heiman study. And that’s not nearly all. More…

Customers have higher expectations of the salespeople they do business with today. More…

Here are three ways to establish (and maintain) more profitable relationships:  More…

There’s a significant gap between what buyers want and what salespeople think they want.  More…

Here are three ways salespeople can overcome stalling prospects, and speed up the sales cycle in order to close more. More…

There are six techniques that’ll help you stand out from the competition. More…