Every sales professional talks about referrals being one of the most successful sales techniques, but few actually pursue them. According to Jim Cross, author of Bacon & Eggs: How to be Totally Committed to Your [Read More]

It’s a fact: salespeople are often criticized for talking too much about themselves and their product or service. They make a speech rather than having a two-way conversation. It’s one of the everyday sins salespeople [Read More]

Salespeople, like Hollywood actors, put themselves on the line whenever they speak, hoping for a favorable outcome. But even the best, most experienced salesperson can use some coaching and polishing now and then, contends Patricia [Read More]

Even though Cecile Rothschild’s business, Create and Associates, was doing well and she had a steady stream of prospective clients, the work was not always the best match for her design firm. Her lack of [Read More]

Cutbacks and downsizing mean that salespeople are hearing “no”— or no answer at all — a lot more. That’s when a fear of rejection sets in. Many trainers teach salespeople how to lead prospects, counter [Read More]

The new year will provide interesting opportunities to an extent that sales professionals have not experienced since the 1980s. Here are some of the areas that will be affected. [Read More]

Over the years, a number of advancements have helped sales professionals become more successful, from state-of-the-art training to technology that tracks leads and manages customer relationships more efficiently. But as the world evolves and challenges [Read More]

In his book, Influence: Science and Practice, Dr. Robert Cialdini shares six rules for successful persuasion, each one the result of detailed scientific research. Use these six principles to be more persuasive in your business [Read More]

Even the most seasoned executives make blunders in the sales process that are easily correctible. Before you lose more business, Jim Lewis, CEO of Princeton Sales Partners and author of Five Deadly Sins CEOs Make [Read More]

The layoffs and firings at companies across the country have resulted in, among other things, a rise in workplace productivity. But now that companies have trimmed all the fat they can spare, they’re scrambling to [Read More]