Some customers insist on treating your salespeople like rookies who can be hoodwinked by the oldest excuses in the book. More…

Various studies have proven these four areas separate top-notch managers from their average counterparts:  More…

Every salesperson has an achilles heel. But this particular one could be costing a company countless deals every year.  More…

Some experts think you should fire a third of your sales force –  and that you should make it an annual practice.  More…

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…

Pro ball players who continually make mistakes are demoted to teams in the minor leagues. These players are called “bush leaguers.” Sales also has its share of bush leaguers, who constantly make the following mistakes: More…

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

Why do more than a third of salespeople plan on testing the job market, and how can you keep them from flying the coop? 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…

Telecommuting can create a huge win-win for sales organizations, provided salespeople don’t fall victim to any one of these six pitfalls: More…

Some reps who spend a lot of time and energy finding qualified prospects fall victim to “tired salesperson syndrome.” It’s a sales killer — and here are the signs it has infected your staff.  More…

What’s the best way for your salespeople to take care of their customers? More…

The first rule of persuasion is to tell a well-crafted story. More…

Customers are changing their behavior in ways that may dictate a different view of selling and a revised role for salespeople and your company.

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When your customers are overly concerned with price, they’re delivering this message:  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…

With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why? More…

Learning what kills potential sales is just as important as knowing how to close deals. More…

Even the best salespeople can slip up while giving an otherwise great presentation. For example: More…

In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones: More…