Learning something fast requires concentration. To make sense of it all requires you to really wrap your brain around it. So does coming up with a new strategy for a perplexing sales problem or figuring out how to enter a new market. Distractions of any sort slow your absorption of new material. ... more

by Colleen Francis Voicemail – your best friend and your most frustrating adversary. On one hand, it allows you to ignore phone calls that you don’t want to answer and also allows important contacts to leave a message even if you aren’t available. On the other hand, your prospects have the ... more

by Liz Wendling Technology can be an outstanding asset to help you close more sales, if you know how to use it correctly. It can also be damaging if you don’t. As a professional or sales person, have you become too dependent on technology to do your selling for you? Your success depends on ho... more

by Lydia Ramsey The count down has begun. Every where you turn, someone will remind you of how many days there are left until the holidays, and exactly how many of those are for shopping - personal and professional. Smart gift giving will help your company to build and maintain relationship... more

Empathetic salespeople know how to ‘walk a mile’ in their prospects shoes.  They put on the customer hat and address  change issues up front.  Ask, plan and demonstrate empathy.  You have several good clients.  However, you know those good clients are purchasing a few lines of busine... more

I’ve seen ridiculous responses to #3 posted on-line. Some of the people doling out sales advice in these forums and groups should be muzzled. “How many times should I follow up with a prospect before it becomes irritating?” is a question to which there is no intelligent answer. “It depend... more

Most salespeople are pretty good at selling. But as any salesperson knows, the odds of someone picking up a phone, answering your email just as soon as you hit send, or signing a contract at a networking event are virtually nonexistent. That’s where selling becomes following up, something that... more

Email lists can be a blessing or a curse. When they’re filled with real email addresses of people in your target micro-segment, an email list is an invaluable demand generation resource. When it’s populated with fake, inactive, or irrelevant accounts, however, they typically lead to misplaced ef... more

If you, your business or organization is seeking to expand its sales training and development, here are some key suggestions to ensure that you are doing this education the right way meaning you are getting "more bang for the buck." Guest post by Leanne Hoagland-Smith Sales training will be ... more

Identify key steps in your sales process to prevent “hope” pipelines.  Determine the questions and decisions that must be made at each stage.  Have you ever heard this statement?  “I’m hoping it will close this month.”  (And the CEO is hoping he can pay you.)  Monday mornings st... more