It’s good to remember that no matter what your sales policies are — like no returns after 30 days — buyers believe they have certain rights when they enter into a transaction with you. Entering [Read More]

The world of sales can be a frustrating one that often causes salespeople to question the intelligence of their prospective buyers. Of course, those buyers are generally intelligent people, but their decision-making criteria are different [Read More]

Selling is all about two-way conversations, often taking place in real time. Salespeople speak to potential customers, answer questions, and address concerns. They also provide information on the fly and adjust messages so customers are [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]

The selling profession has become increasingly important in contemporary organizations. Unfortunately, many businesses devote little time and resources to sales training. But as the recession reverses, there will be an increased need to refocus energies [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]

“Without a successful sales staff, it makes it very difficult to grow a business,” Steve Fretzin, president of the search firm team discovery, points out. “As the employer, there are several simple yet critical steps [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]

Amazon.com currently lists more than 13,000 books purporting to teach effective sales conversion techniques. Unfortunately, some authors and “sales experts” continue to perpetuate age-old myths about selling that need to be dispelled, says Douglas Smith, [Read More]