You may want to buy a copy of this book for every new hire fresh out of school.

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If “increase sales” occupies a spot on your organization’s 2012 to-do list, there’s brand new information you need to know about. More…

A best-selling sales author shares his keys to training success.  More…

When Netflix recently decided to change its pricing model, it set off a chain reaction that could ultimately result in the loss of nearly 3 million customers. More…

Time and again, research has proven referrals are the best way to close more high-probability prospects. So why do salespeople constantly avoid asking for them?  More…

It’s the little things that count … when you are looking to hold onto your best performers or attract future superstars to your company.  More…

A third of sales managers claim poor decisions in this one area cost them at least $50,000 in 2010.  More…

Some questions uncover hidden objections and place salespeople in a better position to close. Others … well … don’t. More…

A recent study involving more than 1,100 front-line managers found most of them had severe misconceptions about their ability to lead.  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…

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…

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…

Often times, knowing what not to do is as important as knowing what to do when meeting with prospects. Here’s a quick refresher for your sales folks on the top five sales killers to avoid when speaking to potential buyers. More…

Research shows that within 60 days of a sales meeting, 87% of the content is forgotten. Here are the six leading reasons why sales training programs fail, according to a study of sales organization practices by DePaul University. 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…

Some firms are taking a dangerous  pennywise-and-pound-foolish approach. More…

Even when front-line managers don’t decide who’s hired and fired, they can still get their companies caught in discrimination lawsuits. More…