Do your reps begin their sales pitch aiming to understand the customer’s agenda and provide pertinent solutions? Here are 11 questions that will give you the answer: More…

Here are six closing myths that can lead to lost sales and extended selling slumps. They’re worth sharing at your next sales meeting. More…

There’s a difference between a good salesperson and one who gets to the top rung. What separates the star performer can have little to do with selling technique, product or company, even though each plays a role. 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…

The ability to bring in new business is one of the most crucial skills for today’s sales professionals. No matter how good they are at face-to-face selling, if they can’t schedule meetings with prospects, they can’t win new business. More…

When you’re speaking in front of multiple prospects at once, you’re going to have to modify your sales presentation to take the group dynamics into account. More…

Salespeople need to do more than spot and qualify the best leads — they need to position themselves to pursue the right prospects at the right time. More…

Inject a little fun into prospecting at your next sales meeting with the new sensation — “Cold Call Bingo.” More…

Regardless of their industry, salespeople are likely to be rejected more often than they are accepted. The key to success is the ability to let rejection roll off their backs and keep marching on. More…

Prospects are all different — and every presentation must be carefully tooled to win them over. More…

Many think a sale is closed when the customer signs on the dotted line. It isn’t. More…

One out of every six buyers turns into a problem customer, research shows. But if salespeople handle difficult buyers with a mix of the following tactics, they’ll become your best, most loyal customers. More…