Cutbacks and downsizing mean that salespeople are hearing “no”— or no answer at all — a lot more. That’s when a fear of rejection sets in. Many trainers teach salespeople how to lead prospects, counter [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]

In his book, Influence: Science and Practice, Dr. Robert Cialdini shares six rules for successful persuasion, each one the result of detailed scientific research. Use these six principles to be more persuasive in your business [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]

The layoffs and firings at companies across the country have resulted in, among other things, a rise in workplace productivity. But now that companies have trimmed all the fat they can spare, they’re scrambling to [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]

Your appearance doesn’t matter when selling over the phone. The only important factors are your voice and how you talk. For all your prospects know, you could be wearing running shorts instead of business attire, [Read More]