It’s one of those meetings – a command performance, all hands on deck type of affair. Does the part of the meeting that interests you come early? Late on the agenda? Not at all? There’s still a way to make good use of what otherwise appears to be a waste of time. More…

When are your reps most likely to catch prospects near a phone or computer? More…

A well-known business expert lays out his ideas for how every sales organization can boost sales, loyalty and profits in the year ahead.  More…

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

Selling more to existing customers is no longer enough. Successful salespeople make prospecting an essential part of their daily plan — but they have to have a plan to begin with.

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Prospects usually have a few tried-and-true brush-offs they use when they don’t want to talk to a salesperson. Here are a few truths about these objections and how to handle them: More…

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

Conventional wisdom has always been: The fewer people involved in the selling process, the smoother it’ll run. But not anymore. More…

Strengths will take salespeople only as far as their weaknesses will allow. The problem: Some salespeople work on things they’re good at and don’t spend enough time trying to overcome these weak points. 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…

Here are five best practices for actually getting prospects on the phone and avoiding the ongoing cycle of voice mail, voice mail, voice mail: 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…

You may get in the door by saying the right things, but most prospects won’t buy from you unless you know the answers to these five questions: More…

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

Here are several simple ways to maximize your online sales and marketing efforts, and convert more prospects: More…

A clear shift is taking place with what prospects are thinking.  More…

Here are five ways to stay ahead of the curve in a saturated marketplace and boost your closing rates while competitors are struggling: More…

Are you in one of the country’s premier job markets?  A new Web tool from indeed.com reveals which cities offer the most available jobs per unemployed resident. You might be stunned which city ranks head and shoulders above the rest. More…

The simplest ideas are often the best ones. And three recent surveys from Gallup, Yankelovich and BIG Research prove why one of the oldest selling tools in the book is making a major comeback. More…