by Colleen Stanley You’ve all seen this salesperson. He looks busy, complains there isn’t enough time to get everything done and has no sales results to show for his efforts. What’s not working? This salesperson is confusing being busy with being productive. As a result, he is on an endl... more

Combine setting expectations with confirming THEIR expectations along the way and you’ll move further even more quickly.  Clarity of expectations, deliverables, timing, involvement, and follow-up is a powerful way to advance and close the sale. by Nancy Bleeke Assumptions have killed and st... more

By Julie Hansen “Frankly My Dear, I Don’t Give a Damn.” Why Buyers Don’t Care About Your Presentation If you’ve been selling for more than a week, you’ve already heard plenty of excuses from buyers: I need to think about it. I can’t afford it. You’re too expensive. The details... more

Learn to say No thoughtfully and respectfully with the focus on creating a high performance sales culture. By Leanne Hoagland-Smith Are you limiting your sales team and the ability to increase sales by not ever saying No? Sometimes, you need to demonstrate sales leadership by just standing... more

So what’s your team’s Sales EQ?  Sales organizations recognize that reading, relating and understanding customers accelerates trust, sales and retained business. Here are three emotional intelligence skills to look for in your next hire. by Colleen Stanley You’ve met this person.  They... more

By Kendra Lee For months (or maybe even years), you’ve been a high performer at your business. Your pipeline is consistently healthy. Your forecasts are spot on. And you perpetually hit or exceed quota and revenue targets. All that hard work and achievement has probably yielded significant f... more

By Lydia Ramsey Five Stumbling Blocks To Successful Networking And How To Overcome Them The ability to connect with people is essential to success in any business. Professional networking events present opportunities to interact with others on a personal level and to develop profitable relatio... more

By Monika D'Agostino Being mindful is one of the core principles of consultative selling and it should be the core principle when doing business. Where do you stand? In sales, should courtesy be tossed out the window? Recently, I have been following a LinkedIn discussion where the following... more

By Jill Konrath What are you learning – right now – to help you avoid a stagnant sales career? Last Friday, I was on the edge. Literally. I was speaking to a group of sales professionals. Some were new to sales; most were experienced pros. I was doing a totally new keynote on AGILE SELL... more

By Leanne Hoagland-Smith What would happen to your business results if you just said No a little more often? Building business demands that you as the solo professional wear many hats. In wearing all of these hats, you are probably saying a lot of yesses: Yes I can do that; Yes I can do th... more