When prospecting, your sales folks need to know who they should be targeting. More…

Determining which sales model makes the most sense for your business is a little like trying to balance a scale – every change you make on one side is bound to have an impact on the other.  More…

At its core, prospecting boils down to nothing more than a simple game of addition and subtraction.   More…

In today’s cost-conscious marketplace, very few prospects are willing (or able) to agree to a purchase until they know the answers to these make-or-break questions.   More…

Here are ten prospecting commitments that may bring your salespeople a steady stream of qualified prospects. More…

New salespeople do a good job of presenting products and services, but they are often weak in one particular area. More…

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

Here are four proven strategies companies have used to tap new markets, generate leads and close more sales via social media: More…

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

When your salespeople are looking at new business opportunities, suggest they consider ex-customers they may have wronged. More…

A new study reveals those who tweet are not necessarily those who buy.  More…

Slumps happen. But they don’t need to be anything more than a momentary distraction, provided managers keep salespeople focused on these four areas: More…

Prospecting is difficult enough without salespeople convincing themselves of things that aren’t necessarily true.  More…

Prospecting via the phone isn’t as cut-and-dry as it used to be – but these five modern resources hold the key to turning cold calls into hot prospects. More…

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

The most effective rewards are those that help both the company and its salespeople achieve their goals.  Here are six examples of win-win incentives top managers use to keep productivity at a fever pitch every day of the week. More…

Here’s a simple test that may help pinpoint the current prospecting status of your salespeople. More…

As you know, prospecting must come to occupy a primary place on your sales reps’ to-do lists if they’re to be successful. Here are nine techniques to pass along that’ll bring in a steady stream of qualified prospects. More…

From the stupid things reps said, to the types of people that wouldn’t cut it in Sales, 2010 has been an interesting year. Here’s a rundown of Sales & Marketing Update’s 10 most-viewed stories of the year. More…

In sales, if you can’t prospect, you can’t close. In a recent survey, when asked “How much time do you spend prospecting?” 29% of salespeople claimed they spend less than one hour a month prospecting. That’s not going to get it done. More…