The late Apple co-founder will be remembered for a number of things, including his ability to attract and captivate audiences and the media. An analysis shows he used the same formula — one that anyone else can employ. More…

Here are the six hardest people to deal with – along with the best ways to get a “Yes” from each: More…

The rules may have changed, but the goal for salespeople remains the same. More…

Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business:  More…

Post these mantras or pass them along, because if your salespeople aren’t already living by them, they absolutely should be:  More…

If your selling processes haven’t changed and your closing rates have dropped anyway, a well-known sales expert has two theories as to what’s hurting your business. More…

Some salespeople do a great job of selling until the prospect buys. Then everything changes. After the prospect takes ownership of the product or service, salespeople become scarce. That’s a problem. More…

The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers. More…

Closing today is a lot different than it was even a few years ago. Here are seven significant changes in the marketplace that have had a dramatic influence on closing rates: More…

Here are three steps that can be done before, during and at the end of each call that will help you increase your closing ratio, courtesy of sales trainer and author Bill Farber. More…

These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue:  More…

The basic formula for asking prospects to buy is a lot simpler than some salespeople think. More…

When salespeople start to slip, these keys will help put them back on track. More…

More than 80% of sales are closed on or after the fifth contact, found a recent Association of Sales Executives study. That means persistence is still king, and these strategies are proven to increase your chances of closing: More…

The basic formula for asking prospects to buy is a lot simpler than some salespeople think. More…

In his book Crush Price Objections, best-selling author Tom Reilly breaks down the five types of prospects who consistently push salespeople on price (and how to close them). More…

The marketplace has shifted and so has the way prospects do business. If your people want to close more, they’ll need to accept — and adapt to — these four truths: More…

New research has uncovered the one trait most sales superstars share — and several others that differentiate the top producers from the bottom feeders. More…

Why do some salespeople who are competent, professional and knowledgeable have so much trouble closing? Here are four reasons: More…

Understanding how customers think gives salespeople a big edge in closing. It’s not easy, but it can be done. More…