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…

Here are the top five reasons people struggle to “close the deal” in today’s environment: More…

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

It’s easy to lose a sale because of what a prospect perceives as an inappropriate reaction to their questions. More…

With all eyes fixed on confidence and spending right now, these three economic indicators may be a sign that good things are on the horizon in 2011:  More…

Of course your people know the customers they deal with very well. But that knowledge could lead your folks into these traps. 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…

Confidence is everything in business. Your belief and enthusiasm speaks volumes to prospects and customers. Here are five keys to building confidence. More…

Here are the four causes of sales slumps and ways to overcome each one. Share them at your next meeting. More…

A recent poll finds high-level execs are confident about their companies’ prospects, but not so confident about the prospect for economic recovery. More…

How salespeople use their voices may spell the difference between success and failure. Here’s hoping none of your people (or yourself) are counted among these six types of speakers doomed to failure. More…

More than 80% of CEOs are confident the economy will bounce back this year, according to a new survey. Here’s what they hope will happen, as well as the two things they fear will happen: More…

Consumer spending and the housing market are two leading indicators of economic recovery. So what does it mean for sales when one’s up and one’s down? More…

Earnings from the second quarter may not have been stellar (to say the least), but here are five major revelations from second-quarter earnings that indicate both companies and consumers may be ready to play ball again: More…