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…

The opening moments of a cold call are the most critical. The primary challenge in those opening moments? More…

There are reasons the best in the business continually close deals other salespeople can only dream about.  More…

Statistics say this underutilized resource could be the best way to send sales skyrocketing. More…

The old rules don’t work like they used to. It wasn’t long ago that prospects welcomed salespeople. All it took to get an appointment was a telephone call. Schmoozing was in with lots of golf and trips. Those were the days. More…

Can you accurately describe yourself and your business using no more than 140 characters? More…

What should your salespeople do if a prospect brings up the competition? Here are four ways they should handle the situation. More…

Effective pre-call planning is a critical component for sales success. It doesn’t matter if it’s the first call or the tenth. A salesperson who does no pre-call planning is like a boxer who steps into the ring blindfolded. More…

More than 1,000 decision makers were asked to describe what it means to be a great salesperson in one word or phrase. Here are the top 10 responses:  More…

The pressure is building. Prospects are more knowledgeable, demanding more concessions and more results. The good news: Even in these uncertain times many salespeople are delivering impressive results. Want to know how? More…

Customers are feeling pressure to get more done with less. That can be a good thing — for you. More…