Sales Articles

4 Customer-Retention Myths

Keeping customers loyal and retaining their business is the key to building a strong foundation for the remainder of your sales efforts. Loyalty ca...

Effective Emails Aren't Just for Marketing: E-mail Tips for Serious Sales Professionals

It may seem like Marketing is the only department that needs to worry about sending out effective e-mails, but in reality, any representative that ...

I′ve been asked by a prospective employer to take an online assessment. Am I entitled to receive the results?

The employer′s goal in the hiring process is to select those candidates who possess the knowledge, skills and abilities or other attributes and com...

How often do people tend to lie on resumes?

A recent survey from The Society of Human Resource Managers reported that 53% of the resumes and job applications that they reviewed contained fals...

Three Sales Myths That Derail Sales Results

In today’s point and click society, the art of thinking and questioning is starting to become a thing of the past.  Many people read or hear s...

What All Top Sales Managers Know About Demand Generation

Are you Sales-driven or Marketing-driven?  Most enterprise B2B sales organizations are a mix of Direct, Indirect, Installed-Base, New Business...

8 Critical Networking Skills to Boost your Sales

Growing revenue is critical to all organizations. Yet finding new markets, new buying points, or new needs in existing clients is increasingly diff...

3-Step Process for Improving Sales Performance

Today’s organizations recognize the value of their employees as significant resources.  Some say an organization’s people are the only things ...

What are peak-day surcharges and why do the airlines charge them?

Peak-day surcharges are one of the fastest-growing but least-noticed weapons in the domestic airlines′ arsenal of "ancillary revenue" sources. Unli...

Sales Management Challenge: How Do You Manage A Salesperson Who Always Asks For Lower Pricing?

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challen...

6 Ways to Generate New Quality Leads in a Saturated Market

The hunt for leads can be both difficult and desperate in a saturated market. The commitments of existing customers to the entrenched service provi...

12 Seconds and 6 Actions to Establish Rapport

Paul, a colleague of mine, called and asked how many return calls I was getting when I sent my CV out. I had just re-written my profile and he was ...

As a sales rep, can I include the number of kilometres I drive from my home office (my employer has signed a T2200 form) to my company headquarters as business mileage if I′m using a company-supplied vehicle?

The answer is no. According to Revenue Canada, any location at or from which the employee regularly reports for work or performs the duties of empl...

Sales Management Challenge: How Do You Resolve the Strife Between Sales and Operations?

Ever wish you could brainstorm with your sales management peers on how to solve tough problems? Here’s your chance. Below you'll find a challen...

Stop wasteful sales turnover!

All sales leaders want to build a powerful sales organization that generates new business and builds customer loyalty, however, they are often stal...

27 Business Travel Tools You’ll Want to Check Out

As sales professionals, you might spend as much time at an airport as you do behind a desk. Despite all the great communication technologies availa...