6 Practical Ways to Cut the Crap in Sales As a sales leader does this sound familiar? You have developed a new sales strategy. You have communicated it far and wide to the entire sales team; you have made minor adjustments based on the input you received. You seem to have a consensus and buy-in ... Read Post

While traveling through Europe this summer, and especially spending some time in France, I had the opportunity to explore the story of the great French Emperor Napoleon Bonaparte and his path of success and leadership. Without a doubt, Napoleon was not only one of the greatest European generals, but also (and most importantly) an excellent ... Read Post

Build a Buyer’s Trust by Sharpening Your Listening and Language Skills Listening and language skills are vital for building a buyer’s trust. As a sales professional, delivering the right messages to buyers is crucial to getting your foot in the door and then building their trust. Many times, successfully approaching and engaging buyers comes down ... Read Post

The Three Sales Questions That Make All The Difference Two differentiators exist between top achieving salespeople and those who are average at best. The ability to ask and answer unusual questions with a smile makes all the difference. Clients immediately recognize a salesperson who is willing to learn by stepping out of the traditional comfort zone of merely ... Read Post

CRM systems have been utilized throughout many different industries within the sales world. The way that CRM is used has a different impact on each industry, based on how it is used and adopted by the sales force. This article gives insight on how CRM has specifically impacted the printing industry. Printing and Leveraging a ... Read Post

Understanding the Buyer Starts with the Seller As any successful salesperson will tell you, the key to making the sale is understanding the buyer. But there’s more to it than first appears—and it starts with you, the seller. Role The first part of this process is knowing which role your prospect plays within the company. ... Read Post

American Express Offers a Teachable Moment in Ethical Selling “Every ethics question a business person could face comes down to a question you face on your very first sale: what are you willing to do for a buck?”, Philip Broughton wrote in his book, Mastering the Art of the Sale. The question needs to be ... Read Post

Want to build a great sales culture? Have a habit of gratitude. Sales organizations invest time and money into building strong cultures. They read books on why culture eats strategy for lunch, hold team-building events and listen to pundits touting the value of culture. But, I think corporate America is making this too difficult. Building a great ... Read Post