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 relationships. It's the perfect... 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.  “Jeremy, if I were you, I would be concerned about…….should we talk about that?” Ask, plan and demonstrate empathy.  The combination of thes... 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

A collaborative selling approach removes these fears on both sides of the proverbial sales table. As a collaborative sales professional, the Stop, Drop, and Roll response is extremely effective when faced with objections as I’ve explained in previous articles. It ensures that you engage your mind... more

Many salespeople need to develop an emotional intelligence skill called reality testing.  This is the ability to see things as they are rather than how you would like them to be.  Here are three tips to help you improve your reality testing skills and consultative selling skills.  ___________... more

Have you ever heard the phrase "detach from the outcome"? It’s a tenet of Eastern religions. For many years it was a concept that I found totally unfathomable. After all, sales itself is about outcomes. Our income is at risk. We need to get the business. But over the years, I’ve learned the wis... more