Buyer resistance is at an all-time high, but these four strategies can help salespeople turn reluctance into opportunity, transforming common objections into a valuable selling tool:   More…

A new study reveals more than half of sales managers are falling short of their goals in 2011. Here’s how to correct mistakes and come back strong in 2012. More…

Four-time best-selling author Malcolm Gladwell breaks down what makes a great risk-taker. More…

Here are two strategies top managers use to keep profits soaring when prospects simply aren’t biting:  More…

The old rules don’t work like they used to. It wasn’t long ago that prospects welcomed salespeople. All it took to get an appointment was a telephone call. Schmoozing was in with lots of golf and trips. Those were the days. More…

A major study reveals the biggest challenges e-mail marketers face, and three strategies top sales organizations are using to overcome them.   More…

Repeat business is the foundation of a positive revenue stream. With that in mind, here are 10 strategies salespeople can use to cement their bond with buyers, and, ultimately, boost sales and loyalty. 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…

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…

It can easily happen to everyone — a sudden slump that starts slowly and then snowballs. To prevent a slump, pin up these six strategies that’ll keep anyone on top. More…

“Sell higher, sell more!” is the message sales managers deliver to salespeople today. The logic is clear — get into senior execs’ offices and the opportunity increases to make larger sales and develop strategic alliances. More…

Nearly 70% of B2B Sales pros say their biggest challenge today is … More…

More than 80% of sales are closed on or after the fifth contact, found a recent Association of Sales Executives study. That means persistence is still king, and these strategies are proven to increase your chances of closing: More…

Average salespeople set average goals, achieve them, and then go into a period of suspended animation, like a bear in winter. Top salespeople go about things a bit differently. More…

A renowned business expert breaks down what 400 of the fastest growing companies in America have in common. More…

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

Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company. More…

Web experts share four key strategies for maintaining contact with buyers, as well as boosting Web traffic and sales via company blogs. More…