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Sales is as much about improving our sales process as it is about selling goods and services. A good sales professional is open to life long learning; willing to apply new tools and techniques; and regularly evaluates what’s working and what’s not. As someone who does sales for my own services, I find it helpful ...

Today’s sales leaders are thinking about the future. Top of mind for them is identifying the specific skill set necessary for seller success this year, next year and five years out. Recognizing the new or enhanced requirements of top performing salespeople affects hiring decisions, seller retention, customer satisfaction, and ultimately, sales results. Four traits are ...

Team selling. We know how critical it is in the enterprise selling world. Marshaling your most important organizational assets – your people, to win enterprise deals is a survival skill. The mantra of “Everybody Sells”, when put to work in large pursuits, positions you to face one of enterprise selling’s top challenges – team buying! ...

We hear time and again that referrals are one of the most cost-effective ways to increase sales. Someone who has been referred by a trusted friend or associate is more likely to make a purchasing decision based on that referral. But so often, we simply forget to ask for referrals or we hesitate to ask ...

Do you believe that if you do a good job during the sales process, then closing is simply a natural conclusion? Not something in and of itself and certainly not something to fear but simply the logical next step? Or – Do you believe that closing should include clever closing techniques (think Colombo), negotiating, handling ...

Reading this article would mean that you already know what ‘B2B’ means. If you do not, ‘B2B’ simply means ‘business to business’. It refers to salespeople or companies that sell products to other businesses rather than to consumers (which is B2C, business to consumer). B2B sales come in 2 categories and each category would require ...

The best sales training is to practice buying, but not necessarily make a purchase each time. Purposefully gathering information to learn more finds most people comfortable with the visit. Observation and experiences are the best teachers. We all need to purchase food, clothing and even a car at some point in our lives. Our tendency ...

After decades of supporting excellence in business communications, I noticed that presenters’ problems fall into one or more of four key areas. 4 Points of Connection is a path to presentation success--simple, creative and personalized.