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If you are in sales you are used to surprises - some good, some not so much. With this, our first in true sales tales, we see it can also be a combination of both!

J.R.R. Tolkien, in his children’s fantasy "The Hobbit," makes this excellent point: “It does not do to leave a live dragon out of your calculations, if you live near him.” In other words, it is important to know the lay of the land when planning an excursion—of any sort. This includes social media campaign planning.

Social media will not sell for you, it will not compensate for your shortcomings as a salesperson, and it will not allow you to abandon all the hard work and preparation that distinguishes a successful salesperson from an also ran.

Don't look for magic bullets or quick fixes, take carefully thought-out steps to get sales back on track, starting with this important step:

Editor’s Note: This post is part of our special 1-week series on sales prospecting, from experts on the subject. Prospecting is hard enough at the best of times but how often is the best prospecting tool available to us left under-utilized? In fact, how often is it literally staring us in the face and we ...

It’s quite common on today’s business world that everyone perceives themselves to be busier than ever, under heavier demand, and to have less control than ever over the pace at which everything operates. For any enterprise with a sales team (that’s nearly all companies), these feelings are particularly felt by the sales manager. Why? Let’s ...

To many people, the obvious examples of a “brand” means things such as the smiling faces of realtors decorating benches at bus stops or the over-caffeinated car salespeople in Stetson hats on local TV. It has never been a top priority for salespeople or marketers to actively and deliberately build a personal brand–either for the ...

Are sales and marketing equipped to evolve and change? Let's take a look at this through the lens of psychology.