To keep sales momentum alive, you need to provide value on every interaction -- even a quick follow-up call. That means you need to rethink your entire callback strategy. Here are three approaches to making a real connection.  by Jill Konrath MARTY'S QUESTION: You often mention that it's bad ... more

by Colleen Stanley March 17th kicks off the NCAA Men’s March Madness College Basketball Tournament where 68 teams participate in a single-elimination tournament competing for the national championship. There’s also a little bit of madness in the sales world. March 31st marks the end... more

So, what should you do? That’s right, pick up the phone and make that cold call!  I know you hate to, but when I first started out in sales and was dreading it, I always told myself “Suck it Up, Princess!” and that seemed to do the trick.  After all, you have nothing to lose. by Jaclyn Go... more

I decided to write this blog, because there is a pattern here, and readers of my articles know that I usually pick topics that showcase common mistakes or misunderstandings. Not being interested in a service is very different from not being qualified.  Sales professionals need to do their research.... more

When the price shopping prospect asks the salesperson to “put something together,” non-assertive salespeople go along to get along and invest time on writing proposals they have no hope of winning. They avoid rocking the sales boat and avoid truth telling conversations. by Colleen Stanley ... more

Great teachers use stories as a way to make a point memorable. We read. We hear. We remember.  Facts tell. Emotion sells.  by Eileen McDargh In the age of 144 characters, Instagram, and OMG, BFF and LOL, authentic communication has taken a back seat to brevity and expediency, often at th... more

Sales prospecting can be tedious, intimidating, and terribly discouraging.  Yet, it still has to be done.  Why not make a game out of it and get past the boredom? by Kendra Lee You’ve probably heard the saying that it takes 10 “no’s” to get one “yes,” but I think that number is o... more

So I called him up. “Jim. It’s Jill calling. I know you’re concerned about bringing me in to train all your sales guys. But I just want you to know that I have more balls than those two other male trainers combined. That’s all I have to say.” I got the job. by Jill Konrath I’ve bee... more

Millennials can be challenging. Josiane Feigon shows how managing them correctly can make all the difference in success or failure.  by Josiane Feigon, an excerpt from Smart Selling on the Phone and Online It was the first worldwide sales kickoff for Ellen’s inside sales team and they were ... more

The salesperson in me would love to be spontaneous and make decisions based on my gut instincts. But the business owner in me knows that your gut can only take you so far before you must confirm and adjust your direction based on the numbers. by Kendra Lee It’s that time of year again when w... more