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Sales business is tough and most agents would do anything to win over a customer, despite the widely-accepted International Code of Ethics for Sales and Marketing. In the abundance of brands, products, and services, it’s easy to cross the line and exercise manipulation practices to improve your sales results. But is there a way to ...

What Marketers Need to Know About Sales and Vice-Versa When you have both your sales and marketing teams working together, you will know about it! Unfortunately, this is not always the case. More often than not, sales teams and marketing teams ignore one another and do not appreciate the value which each bring to the ...

Information hits sales managers from all sides on the subject of creating high-performance sales teams. Provide constant feedback, hire the right people, incentive programs, create compensation plans that drive behavior…the list goes on and on. Given these endless choices, it can be hard for sales managers to figure out where exactly to focus their attention. ...

I’ve discovered that it’s character—not what I know—that will build trust with the prospect. So what does trust-building character in sales look like?

We’re definitely working in a business world with a mantra of, “What can you do for me today?” Yesterday’s good deeds were expected and therefore not counted as exceptional. However, if you perform at a high level, especially in sales, people will notice. When this happens, I advise my clients that it’s essential to seize ...

Today the focus needs change to how sales can be more effective — by redefining sales as a strategic asset where its role is to create long term value.

Let’s be honest: When you hear that phrase, you should be thinking, “Wait, were you not practicing strong business ethics with me before this?” Those of us that are top producers tend to have more prospects in our sales funnel than other sales reps. This allows us to be brutally honest with our prospects on ...

Long-serving sales professionals surely remember a time when their industry was all about hustle, drive, and determination. Newcomers needed little other than a high school diploma and some natural ability to become a rising star in a hurry. These days, the encroachment of technology and big data into the world of sales is changing all ...