Done the right way, coaching is a road map for sales success. Done incorrectly, it may make even top performers feel berated or unappreciated. Here are three coaching exercises that have had dramatic effects at several top companies. More…

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 five tips that will help you move more prospects through the decision-making process: More…

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

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

When the trade show is done, many salespeople are excited with the handfuls of prospects they acquired. They’re literally holding gold – a stack of names who know what’s being sold and want to be contacted. More…

The sellers who survive down markets and even grow during tough economic times are the ones who assume nothing and question everything. Some questions worth asking: More…

Managers will want to ask themselves: Do I have any of these kinds of people on my staff. More…

When trying to persuade an audience to behave a certain way, does fear paralyze or does it persuade and motivate? More…

Here’s a list of 10 nasty little habits even the best salespeople have been known to fall victim to:  More…

The iPad’s made its way into plenty of organizations these days and it’s becoming popular with execs who need to make professional presentations to a variety of audiences. The book-size tablet isn’t just for  one-on-one shows, either.

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The more you understand difficult customers, the faster you’ll sell to them. More…

A renowned expert (and author) shares her best advice for staying “on” during high-pressure business situations.  More…

There are four questions that can help place your company in a better position to win the sale before even speaking to a prospect. More…

The late Alabama football coach Bear Bryant used to say, “Have a plan for everything. You’ll know if it was right by the scoreboard.” And it’s a good idea for salespeople to follow the same advice, especially when in a slump. More…

Salespeople who have no problems making effective presentations sometimes run into writer’s block when they’re asked to put their spoken words into writing. More…

Make these mistakes with prospective customers, and you’ll probably lose them.

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What really separates the best salespeople from the rest of the pack? Recent research shows that they do the following nine things — from the customer’s point of view — extremely well. More…

The first call is everything. If a sales reps slips up, you’ve lost the prospect — possibly forever. Here’s how your reps can prepare a first call presentation that grabs and keeps prospects’ attention. More…

The standard routine: find the decision maker, present the product or service, and get the signature. According to conventional wisdom, the fewer people involved, the smoother the process. But it doesn’t work that way today. More…