CPSA.com

The 6 Cs of StoryBranding: A New Approach To Identify and Develop A Compelling Brand Story

m Signorelli — Fri, 24 Feb 2012 11:54:35 GMT

Since the creation of language, stories have helped us understand human nature. By helping us identify with characters during their quests to achieve certain goals, stories teach us important lessons about who we are and what lies within our own potential. But this teaching is done through implication, not explanation. Stories don’t tell us how to think or what to value. Rather, they provide a welcomed freedom to self-select the truths we read into them. This is why they can be immensely powerfu

5 Tips to Honing your Executive Presence

z Usheroff — Fri, 24 Feb 2012 11:47:25 GMT

Half of life is showing up; half of executive presence is how you show up.

Whether you have reached the executive level, or are quickly approaching it, what propelled your success was probably your focus on achieving results. You may have operated as an independent contributor applying great determination and persistence, but putting results before relationships.

9 Key Concepts for Every Sales Professional

chael Nick — Fri, 10 Feb 2012 11:07:07 GMT

1. Pre-emptive strike – Do your homework. As a sales professional, you need to gain an understanding of the prospect before ever making the first call. Many think a cursory look at the website is enough… IT ISN’T. Do a quick Google search for news articles or management changes. If they are a public company, look at their Annual Report. The more you know, the better off you are when dealing with a new prospect. Use tools like, Jigsaw, Inside View, Google Alerts, or Hoovers.

Seven Deadly Sins of Goal Setting

vin Dewer — Fri, 10 Feb 2012 10:59:58 GMT

1. Vagueness

Goals which use words such as maximize and minimize are a waste of time, especially if they come without a numeric indicator of what success looks like. Goals are set to motivate people to achieve a level of performance, to give them purpose in their life or at work or both at the same time. A goal such as ‘minimize customer service complaints’ communicated to 200 staff at a resort or hotel leaves no one the wiser about what has to be done. A goal of ‘reduce customer compla

Sales Peak Performance: Creating the Emotional Resiliency of a Champion

ck Conlow — Fri, 27 Jan 2012 12:27:46 GMT

Eight decades ago, Dr. Evan O'Neill Kane of New York's Kane Summit Hospital felt doctors were losing too many customers in appendectomy surgery, mainly because of the effects of general anesthesia. He felt that local anesthesia would be better for the customer but, not surprisingly, no volunteers came forward to test his hypothesis. Until, that is, February 15, 1921. That's when he finally performed an appendectomy with local anesthesia -- on himself! In the process, he changed accepted medical

The Key Ingredient to Company Culture - How Core Values Drive Performance

hn Treace — Fri, 27 Jan 2012 12:13:13 GMT

As a senior sales officer charged with effecting business turnarounds for bankrupt private and pre-IPO companies, I witnessed firsthand the importance of core values. A strong set of core values is crucial to driving corporate performance, and without them, companies suffer.

Biggest Sales Coaching Mistake: Putting It Off

ke McCormac — Fri, 13 Jan 2012 10:05:18 GMT

I love the 80:20 rule. Wherever I look at work, I see it – and here’s its latest appearance: Studies show sales managers should spend 80% of their time coaching their sales team, for the team to approach its full potential.

11 Time Management Tips that Every Sales Professional Should Implement

rl Henry — Fri, 13 Jan 2012 09:59:23 GMT

It’s kind of a bit ironic that some of the best material available on time management can take hours to learn and apply. With that in mind, I’d like to offer you a handful of guidelines that have served me well over the years. While I’m certainly not an expert in the field, and would recommend you try some other books and CDs on the subject, these tips should help you find more time in your workday for the important things:

3 Steps to the Ideal Prospecting Process for your Sales Reps

chael Nick — Mon, 12 Dec 2011 09:58:14 GMT

A major portion of the job of all sales professionals is to prospect or mine their territory. Here we identify the process, goals, and success in the art of prospecting. We will review lead flow (inbound), personal lead generation programs (outbound), sources for leads and collateral.

Don’t waste your selling time: Learn how to increase your ROTI (Return on Time Invested)

chelle Cain, CSP — Mon, 12 Dec 2011 09:49:23 GMT

We live in an increasingly time-starved world. There never seems to be enough time to do everything we need to do, both in our careers as sales professionals and personally with our family and friends. How can we deal with this seemingly never-ending quandary? While we cannot manufacture more time, we can manage it more effectively. I suggest that you start to think and act like an investment manager when it comes to how you invest your selling time.

Understanding And Selling To People Of Different Cultures, Generations, & Personality Styles

ll Dennis — Thu, 08 Dec 2011 11:09:21 GMT

Sales professionals in Canada are increasingly being challenged by the wide variety of individuals they are encountering from different cultures, generations, and having different personality styles. One of the most important “competitive edges” a sales professional can develop in today’s highly competitive marketplace is to become significantly more aware, sensitive, and knowledgeable about the following: the various cultures of the world, the four different generations, and the four types of p

How to Write Winning Sales Proposals

ul Kidston, MBA, CSP,CSPC, P.Mgr. — Thu, 08 Dec 2011 10:57:31 GMT

What are the most important components of a winning sales proposal? Should all proposals look the same? These are the questions I often hear from sales professionals. Let me share some insight and best practices I have learned from sales leaders who consistently win contracts.

Recognize Signs of Trouble Within Your Sales Team

vin Graham — Mon, 05 Dec 2011 08:44:47 GMT

Standing on the gas pedal is the approach most organizations use to grow revenues. Just keep the sales teams focused and manage them aggressively, either through the compensation plan or by having the sales leader micro-manage the individuals, can be a common refrain from executive management.

Don’t Limit Your Sales Potential: Create a Differentiated Customer Experience

ve Holt — Mon, 05 Dec 2011 08:12:33 GMT

Organizations are continually looking for ways to differentiate themselves in a very competitive marketplace. With fierce competition, it is getting harder and harder for organizations to differentiate themselves on product alone.

The top 3 crippling mindsets that sales professionals should overcome

m Stephens — Wed, 16 Nov 2011 13:51:14 GMT

The power of subconscious thinking is a reality we experience every day. Unfortunately, most of us are oblivious to the thought seeds we sow and the affect of those thoughts on our daily activities. Developing an awareness of your subconscious programming and learning to reprogram your thinking is essential for business owners, managers, and sales professionals.

Don’t Leave Good Business on the Table: 5 Strategies to Negotiate Win-Win Deals

chael Leimbach, Ph.D. — Wed, 16 Nov 2011 13:39:20 GMT

“Your price is too high.”
“Can you match the price your competitor is offering?”
“We need to have that service included in your price.”

How do your salespeople respond when they hear these kinds of statements from customers? Everyone wants to make the sale in this challenging economy, and it’s hard to resist the temptation to cut the margin, reduce the price, or give away “value adds” the customer really should pay for. Of course, everyone is being squeezed. Customers a

Are Your Work Relationships Not Working?

l Silvester — Thu, 03 Nov 2011 15:06:48 GMT

Having successful relationships in the workplace requires only three simple things:

1. people who think exactly like you do;
2. people who have the same exact needs as you and;
3. people who have a perfect history with you.

The 5 Essential Steps of a Successful Business Turnaround

hn Treace — Thu, 03 Nov 2011 15:01:34 GMT

I have taken part in many business turnarounds in my career, and time and again noticed the same problems, regardless of whether the reason for the turnaround was a relatively minor situation or a reorganization after bankruptcy. Here are the five steps that need to happen during any major business adjustment and some of the pitfalls to avoid along the way. While this article will focus on sales teams, these steps are of a universal nature and will apply to most departments within a company.

Reverse Engineer Your Way to Success in 5 Steps

vin Graham — Fri, 21 Oct 2011 14:38:18 GMT

Engineering is a complex topic, but have no fear; this exercise in “reverse engineering your way to success” is simple and effective.

As a sales professional or executive, you likely have a revenue quota. Nothing is more important than hitting that number. But obsessing on your total quota is no way to hit the number, so break it down into actionable levels.

10 Timeless Business Tenets for this Economy

drey Wong Chung — Fri, 21 Oct 2011 11:42:01 GMT

In the current economic climate, it is often difficult and strenuous to maintain a consistent and positive environment among team members. Different personal goals, a tendency to put one’s self first, and the discomfort of speaking one’s mind are just a few of the difficulties team members face when trying to work together for the most effective business outcomes during uncertain times. Fear-based reactions such as judgment, ridicule, and anger often become the default model of a lot of well-me

The Trouble with Traffic

rk Ryski — Thu, 06 Oct 2011 10:56:50 GMT

Whether same-store sales are up or down, analysts want to know what drove results. If you've listened in on an earnings call for a major retailer lately, undoubtedly you've heard the question: was it ticket or traffic?

Sales Call Reports—Are They Worth the Hassle?

ul McCord — Thu, 06 Oct 2011 10:47:20 GMT

Do you require your salespeople to compile a daily or weekly call report? If you’re like the vast majority of managers, you do. What do you use them for? How useful are they?

Sales Audit 101

chael Nick — Fri, 23 Sep 2011 12:54:03 GMT

Every organization from small to large sets growth goals. Those goals can include revenue growth, profit growth, or perhaps organizational footprint, better known as growing the physical size of your company or market share. To achieve the goals you have established, it is necessary to define, execute and measure objectives for your sales team. These objectives, when achieved will assist you in completing your corporate goals.

Building Your Sales Metric Management System In 4 Easy Steps

e B. Salz — Fri, 23 Sep 2011 12:45:39 GMT

Every sales manager is searching for revenue from their sales force, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system.

The Top Ten Reasons Sales Professionals Fail on the Phone

vin Graham — Fri, 09 Sep 2011 13:00:40 GMT

Technology comes and goes, but the phone will likely be your lifeline to revenue for decades to come. If the phone is one of our primary modes of engaging the marketplace, why do so many sales professionals perform so poorly at this stage?

The 7 Deadly Sins of Sales Management

hn Treace — Fri, 09 Sep 2011 12:45:58 GMT

I have been part of many business turnarounds in my career, and in all situations I have noted the errors consistently made by sales management, all of which negatively impact team morale and sales. Here are seven of the deadly sins of sales management.

Status Quo is Not Free...Please Help Me Calculate it!

chael Nick — Mon, 29 Aug 2011 08:20:05 GMT

In this day and age, organizations are forced to seek out their prospects through cold calls, advertising, offers, referrals, social media, etc. That being said, the only way to generate interest is to help your prospect realize that they have a problem (latent pain), and assist them in calculating the current cost of that problem.

5 Reasons Why NOW Is the Right Time To Expand Your Business

elly Sun — Mon, 29 Aug 2011 08:12:46 GMT

Have you created a successful business and are wondering what your options are to grow in today’s ‘New Normal’? Like you, many entrepreneurs have created great businesses through hard work, innovation, and simply exceeding the needs of customers in a local area. But without access to significant capital, it’s challenging to contemplate growing from a few locations to hundreds or thousands of outlets. You’ve most likely invested hundreds of thousands of dollars to build your business, secured tra

How Many Times Do You Call a Prospect Before You Stop?

ura Schreier-Fleming — Fri, 12 Aug 2011 10:07:06 GMT

Think back to the last time you did something that you regretted. For me it’s not that long ago. I filled out an on line form requesting information about a product. I thought I would get some information emailed to me. Then I could review the materials and make a decision about next steps. Imagine my surprise when something totally different happened.

How Sales People WANT To Be Managed...And How They SHOULD Be Managed

e B. Salz — Fri, 12 Aug 2011 10:02:41 GMT

During my work with clients, I'm often asked to interview their sales people as part of my sales team due diligence. One of the questions that I always ask is their desired management style from the company. The response I hear most frequently? "I want to be treated as if I were running my own business." On the surface, this should be music to the executive team's ears. The truth of the matter is that it is actually cause for alarm.

Don't Churn, Train! A pragmatic approach to increasing sales effectiveness

vin Graham — Thu, 28 Jul 2011 14:20:56 GMT

The market place may be experiencing some bullish activity on various fronts, but these continue to be tough times. The jobs situation is brutal in most sectors and good talent seems to be on everyone’s doorstep. Nonetheless, the best approach to improving sales effectiveness doesn’t lie in churning sales people; it lies in training them. Sharpen the saw and invigorate the team with inspirational messages, recognition, and incentives that align with your business model and selling cycles.

Leading for Sales Performance: Can Your Managers Answer These 5 Critical Questions?

chael Leimbach, Ph.D., Wilson Learning — Thu, 28 Jul 2011 14:17:16 GMT

Would you ask the best violinist in the orchestra to take over conducting without any preparation to be a conductor? Probably not. And if you did, you wouldn’t have very high expectations for the orchestra’s performance. Yet this is exactly what most organizations do. They promote high-performing salespeople into management roles without preparing them to be confident and competent in the critical areas of coaching, motivating, and developing their people.

Align Your Actions with Your Ultimate Life Goals

H. Hyun — Mon, 18 Jul 2011 12:31:47 GMT

In his commencement address to Stanford University in 2005, Apple founder Steve Jobs made the following statement, which pretty much explained why he has been so successful in his life:

Create a Value Hypothesis Early in the Buyer’s Process

chael Nick — Mon, 18 Jul 2011 12:26:03 GMT

Research doesn’t always mean making a change. This is the first step in determining a prospect’s threshold for pain. This is the sip of hot coffee, the toe in the cold water, that little test we do to see if we really want to pursue a solution to our issue. The good news is you have passed the first stage of the buyer’s process. They now realize they have a problem. The questions you must ask however are, “Do you know what this problem is costing you? And, what is your threshold for pain to reso

The Importance of Qualifying your Prospects

vid Masover — Mon, 27 Jun 2011 11:08:18 GMT

After prospecting and entering a sales conversation with a prospective client, the next thing that should happen is qualification. This process confirms that the person you are communicating with is both able to and likely to say yes to your offer.

Sales Manager: Job Title or Specialized Skill

e B. Salz — Fri, 24 Jun 2011 15:58:22 GMT

One of the most critical decisions a company will make is the hiring of the right sales leader. However, many business owners and executives make the all too common mistake of restricting their search to those with industry experience. There is a feeling that the sales manager must come from their industry as that is the only way they will be successful in the role. Many put that element of their criteria at the top of their decision list. "The successful applicant will have 10 years experience

Morale Versus Execution – The Ultimate Sales Team Debate

hn Treace — Mon, 20 Jun 2011 12:54:26 GMT

Morale, the esprit du corps or "spirit of the body," is the capacity of a group of people to hold a common spirit of loyalty and comradeship. We think of morale as being deep-seated in the psychology of the individual or group. Execution, on the other hand, is the process of reaching an objective as the result of performance. A team's ability to execute is more of a surface measurement that's easily evaluated by an outside observer.

5 Steps to Optimizing Your Prospecting Lists and Increasing Sales!

nny Vance — Mon, 20 Jun 2011 12:49:51 GMT

Whether your new business prospecting list is purchased or home-grown, there are steps you can take to improve your sales success by double or more. The key isn’t only about effectively working the phone, but rather how companies work with the list. Here are five things that businesses can do with a new business list to ensure campaign success:

Top 11 Tips to Book More Meetings!

vin Graham — Tue, 31 May 2011 15:43:39 GMT

You need more meetings and there’s only so much time you can devote to prospecting. The best way to solve that conundrum is to dramatically increase your close rate on booking meetings. This article gives you specific scripting and winning concepts to ensure that you get the meeting booked.

Keeping the Right Employees

ggie Koenig — Tue, 31 May 2011 15:31:33 GMT

On those difficult days, when a star employee walks into the office and resigns, we, as managers and employers, begin to feel anxious about employee retention and the impact on our business. Are others going to leave? Are we doing the right things to keep our employees?

North America’s Selling Model: Outdated, Outmoded, Out of Touch with Reality?

ter Skakum — Fri, 20 May 2011 14:13:50 GMT

Who, besides family and friends, are the people we appreciate seeing, and whose attentions do we welcome? Our list might include veterinarians and concierges or hairstylists and emergency first responders. These are people we perceive as GIVERS, motivated to make our lives better, easier, safer and more enjoyable. Not surprisingly, however, salespeople are rarely perceived as GIVERS. They have traditionally fallen into the TAKERS category and are rarely included on our “welcome” lists.

To Bring or Not To Bring Your Agenda To A Coaching Conversation? THAT Is The Real Question Managers Struggle With

ith Rosen — Fri, 20 May 2011 14:07:35 GMT

It doesn’t matter where I deliver my management coach training program. Whether it’s in Europe, the U.S., or Asia, there is still some confusion (and even resistance) about when it’s appropriate for the manager to bring their agenda to a coaching conversation and when to park it at the door. I still attest that the most challenging thing for a manager to do (or not to do) when delivering authentic, effective coaching is to detach from the outcome during that conversation and unhook themselves fr

Doing Things Differently or Just Doing Different Things?

sa Mininni — Tue, 03 May 2011 15:32:48 GMT

After working with so many entrepreneurs over the years, I found that many people take a bits-and-pieces approach to their business. I recognize it, because I used the same approach when I started my own business many years ago.

Start With The Customer

chael Hume — Tue, 03 May 2011 15:28:20 GMT

One of the biggest mistakes new salespeople make is to adopt a “push” mindset, which drives them to think first of presenting what they have to offer. A seasoned sales pro though, knows the best approach starts with a customer-oriented mindset that leads more toward getting to know the customer (and his or her needs) through artful questioning.

Making the Jump: How to Move from Being a Top Producer to a Great Sales Manager

rl C. Henry — Thu, 21 Apr 2011 13:14:58 GMT

Every good salesperson thinks about making the jump into management. And why not? After years, and often decades, of finding new business, it's only natural to think about moving into the corner office and letting other people worry about meeting their quotas for a change.

17 Best Practices of Top Performing Sales People

lley Robertson — Thu, 21 Apr 2011 12:10:50 GMT

Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it's because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.

The Best Technique To Train Sales Reps

chael Hume — Fri, 08 Apr 2011 10:48:56 GMT

Role-Playing Still Rules In Effective Sales Training

The best technique to train sales reps is role-playing. This was true decades ago, it's still true today, and role playing will still be the best way to train sales reps until somebody comes up with something better. And salespeople, to one degree or another, will still complain about it.

The Business Executive's Dilemma: Should I Promote My Top Sales Person to Sales Manager?

e B. Salz — Fri, 08 Apr 2011 10:42:15 GMT

Before promoting your top sales person into sales management, make sure you're making the right move for your company and the sales person.

Coaching High Sales Performers

ri Shawn — Thu, 24 Mar 2011 10:06:27 GMT

“They’re driving me nuts!”

You wouldn’t expect to hear these words from someone managing a high performing sales team. But frustration is common place for those coaching high performers because high performers have an Achilles heel; their greatest assets are their greatest liabilities.

How Emotional Intelligence Can Transform Your Business

ra Bedal — Fri, 11 Mar 2011 14:16:31 GMT

You've worked hard to build your business. You had a vision, developed a sales and marketing plan, landed customers and are now turning a profit and hiring employees. You're one smart cookie. Or are you?

Five Common Afflictions of Sales Teams

hn R. Treace — Fri, 11 Mar 2011 13:56:49 GMT

I’ve been a part of many sales teams in my career, and over and over I’ve noticed five common afflictions that affect them, each of which reduces morale and sales performance. They can be found to some degree in almost every organization. Smart management teams are aware of these afflictions and work to avoid their potentially destructive impact. Any one occurrence of these problems will not necessarily hurt the sales effort, but if allowed to progress to extremes, or if multiple conditions exis

Preventing Your Sales Team from Telling Mistruths

ri Shawn — Mon, 28 Feb 2011 08:55:59 GMT

“... No, it’s not really a sales call. I’m just calling to see what you do now, how much you pay for your services and maybe you’ll let me quote the same projects to explore if you might do business with us.” “Benjamin, I’m going. You can call me later. Thanks.”

Compassion in Sales

vid Horsager — Mon, 28 Feb 2011 08:47:34 GMT

Who do you trust more, firefighters or mortgage brokers? Librarians or lawyers? Nurses or salespeople? One of the biggest reasons for trust is the perception that someone is concerned beyond themselves for the good of the whole.

Is It Unethical to Discuss Price in the Sales Process?

n Ackerman — Fri, 11 Feb 2011 14:18:39 GMT

Whether we are involved in a conversion or a retention sales situation, the question of price seems hard to avoid, doesn't it? After all, we are in the business of selling proposals for goods and services with the purpose of convincing customers to exchange money for our service products. Why then are we are surprised, affronted, or perplexed when a customer expresses any concern about price?

How to Create Cooperation with Operations (Part 2 of 2)

ssell Bishop — Fri, 11 Feb 2011 14:06:08 GMT

Last time, we looked at the challenges that arise when operations just doesn’t understand what the customer needs. In this article, we will take the opposite viewpoint: what happens when sales doesn’t understand the grief they can create for operations.

Leadership Charisma: You Can Be a Charismatic Leader

d Haney and Jim Sirbasku — Fri, 28 Jan 2011 09:03:20 GMT

Charismatic leaders drive superior results by engaging the people that work for them on an extremely high level and, because leadership charisma is driven by a leader's behaviours. It can be measured and cultivated in any leader who is determined to become charismatic.

How to Create Cooperation with Operations (Part 1 of 2)

ssell Bishop — Fri, 28 Jan 2011 08:58:17 GMT

Have you ever worked closely with a customer to tailor a solution that really fits their needs only to have someone in operations derail the deal? If you are a career sales professional then this must sound painfully familiar.

Before Hiring Your Next Salesperson, Consider This

vid Cooke — Thu, 13 Jan 2011 08:59:37 GMT

Before hiring your next great sales professional, you need to decide if you are willing to make a commitment to training, developing and managing them. If you are not in that position, do everyone a favour - don't hire them.

How to Break a Habit

elle Rose Charvet — Thu, 13 Jan 2011 08:39:34 GMT

Behaviour change is not merely a matter of knowledge or skill. If that were true, then all the information campaigns on how to improve your health would have made behaviour-related illnesses a thing of the past. Sadly, many people fail to create lasting change in their behaviour and will repeat their failures over and over again in their lives. Have you ever tried to break a habit?

How to Guarantee You Get Great Referrals

ul McCord — Wed, 22 Dec 2010 14:55:01 GMT

For most sellers, managers, and trainers, a referral is just a name and phone number that a client has given once the seller has completed the sale, has done a good job for the client, and then asks a general question such as, “do you know of anyone else that I might be able to help?,” or, “do you know of anyone else that might benefit from my products and services?”.

Communicating on the Job

len Wilkie — Wed, 22 Dec 2010 14:49:13 GMT

If a soft skill is one that has no direct effect on business, then communication definitely doesn’t fit the description. Open and effective communication with colleagues and internal customers can help you be a better sales rep, as well as get more pleasure and satisfaction out of your job.

Sales Coaching Tips to Formalize Your Sales Career Goals and Make Them a Reality

remy Ulmer — Wed, 15 Dec 2010 08:56:48 GMT

Many sales professionals and sales leaders are so busy handling day to day challenges that they forget to formalize their sales career aspirations and goals. Make the time to do this today. Spending just 10 to 20 minutes on this 5-step sales coaching process could make all the difference in the world.

"Me Too," Is Not A Value Proposition!

vid Brock — Wed, 15 Dec 2010 08:45:34 GMT

A client called me up a couple of days ago with an interesting problem. They were in the closing stage of a very large deal. They had done a thoughtful job of understanding the customer business, their goals, the problems they were trying to address, and so forth. They had made a final presentation, it had included a good business analysis about the benefits the customer would get, and the value they should expect. They provided a good analysis including both hard and soft justification for thei

How to Engage Employees During Virtual Meetings

aire Sookman — Thu, 02 Dec 2010 08:39:25 GMT

Do you ever feel that virtual meetings are a total waste of time? No matter how many virtual meetings you conduct, you and the team can never come to an agreement or decision, not even on the smallest problem? Although your team members are the best in their field, do they continuously under-perform in the virtual meetings because their engagement is low?

Brochures are Sales Crutches

remy Miller — Wed, 01 Dec 2010 13:29:03 GMT

Ever heard a prospect say, "Send me your literature." As if to say, "I'm totally interested. Just send me your brochure so I can make an informed purchase decision." Yeah right! But still many salespeople interpret this as a buying signal, and send out a $10 to $30 marketing kit.

A Strategic Approach to Trade Show Staffing

rry Siskind — Thu, 18 Nov 2010 11:16:29 GMT

Imagine you have invited friends and neighbours to an open house at your home. The coffee is ready, the snacks prepared and the house is spotless. Nothing is left to chance....well almost nothing. The outstanding issue is who in your family should greet your guests?

Discipline in Sales

n Snyder — Thu, 18 Nov 2010 11:13:37 GMT

We all know that the top sports teams and business teams exhibit a high level of dedication and effort. Yet, as salespeople, we like our independence and want to be able to do things our way. How do we maintain the right balance- that encourages individuality and yet provides the predictability of good process and best practices? This brings up the age-old debate of how much of sales is science and how much is art. Why not use both?

Mr. Information—Please Don’t Go

nald Hatter — Wed, 03 Nov 2010 09:22:17 GMT

"Information is power" or "knowledge is power" are two beliefs that are quoted all the time. From a sales management perspective I believe that having pertinent information is critical in forecasting and closing deals, so I tend to agree with those statements. I never know what piece of information will give me leverage as I strategize and or negotiate during a sales cycle. The question is: how do I make sure I have all the pertinent information? Do I rely on a system (e.g. CRM

Five Selling Skills Tips for Dealing with Clients You Don't Like

m French — Wed, 03 Nov 2010 09:16:49 GMT

The reality is that you won’t like every client that you call on or work with or manage. That’s the way it is. There are people out there that you simply do not enjoy.

Why Sales Training Fails

hn Holland — Mon, 25 Oct 2010 08:06:14 GMT

Too often sales training is an event yielding limited short-term benefits that wane over time. The management team gets to "check a box" that training has been done, but 6 months later it is hard to remember exactly what the sales staff learned. In our experience there are seven (7) common reasons that contribute to disappointing results. They are pitfalls to achieving the desired return on a sales training investment.

Problem or Project—You Decide

m Connor — Mon, 25 Oct 2010 08:00:05 GMT

In one of my favourite books, the author discusses the topic of seeing problems not as to be solved, avoided, or stressed over but as projects to be tackled or completed. I love this analogy because one of the biggest challenges for salespeople is to see their challenges not as something to overcome but as something to be solved.

Influencing Customer’s Timelines

n Segail — Wed, 06 Oct 2010 16:18:27 GMT

So they’ve said they like it, they want it, they might have even told you that they want to buy it from you, and yet…..they seem to be leaving their decisions to the last minute! Their timeline keeps drifting out longer and longer.

Are You Settling for Trustworthy When You Could Be a Trusted Advisor?

arles Green — Wed, 06 Oct 2010 16:04:03 GMT

Being trustworthy is a good thing. But that alone won't make you a trusted advisor. To convert a trusted business relationship into a trusted advisor relationship, you must go one step further. You have to go beyond just being trusted; you have to reverse roles with your client and learn to trust them as well.

How Great Managers Recognize the Opportunities for Coaching

ith Rosen — Thu, 23 Sep 2010 07:58:14 GMT

Where do you look for and uncover that ‘perfect’ coaching moment? How do you recognize where your direct reports need coaching and could benefit from it the most?

What is Something Worth?

. Chester L. Karrass — Thu, 23 Sep 2010 07:52:19 GMT

There is a world of difference between what something is worth and what it costs. Things that cost little to produce can carry high price tags, and vice versa. Cost is subordinate to worth from a negotiating standpoint.

Games Salespeople Play

vid Brock — Thu, 09 Sep 2010 09:01:41 GMT

The problem with activity metrics is that all they measure is activity, they don't measure the appropriateness, impact, or outcomes of the activity. Activity metrics tend to measure what you've done, not whether you have moved the opportunity forward in the sales process. In establishing activity metrics, it's important to understand the behaviours they drive and to assess whether they are motivating the right outcomes.

You Have a Buying Process Problem, Not a Selling Problem

aron Drew Morgan — Thu, 09 Sep 2010 09:00:39 GMT

You know your solution. You understand your buyer's need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren't you selling more then? Why aren't prospects closing more?

Intent: The #1 Factor to Increase Sales Results

lleen Stanley — Mon, 30 Aug 2010 08:18:35 GMT

How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team.

Your Buyer is Smarter Than You

rk Hunter — Mon, 30 Aug 2010 08:12:34 GMT

Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down.

Seven Reasons Sales Managers Should Consider Implementing a Win Loss Program

Richard Schroder — Thu, 12 Aug 2010 06:28:20 GMT

One proven way to improve a sales team’s close rate is to implement what is popularly known as a Win Loss Analysis program, whereby an independent third party interviews prospects after buying decisions have been made. It is only through this type of process that sales teams can learn the true, candid reasons why they win and lose.

The Prospecting Dilemma

ndra Lee — Thu, 12 Aug 2010 06:19:43 GMT

When you approach a new prospect, what do you have to offer? Whether you're sending an email or cold calling, you need to grab the attention of your contact and make them want to talk with you. But too often sellers spew on about their product or lead off with a trap question that screams salesperson.

Defusing Resistance to Coaching: How to Enroll the Resistant Top Performer in Coaching

ith Rosen — Fri, 30 Jul 2010 00:38:00 GMT

When I ask managers how coaching has been received amongst their team and whether or not everyone on their team is being coached by them consistently, here's one response that I have heard countless times from managers in practically every industry and profession

No, There Are Not Any Secrets to Closing More Sales

ll McCormick — Fri, 30 Jul 2010 00:29:25 GMT

There are over 9 million results in a "secrets to closing" Google web search. And, no, this article isn't about the top 4 hidden secrets to closing more sales.

Creating Stronger Value Propositions

ll Konrath — Tue, 20 Jul 2010 16:53:16 GMT

In order to get customers to consider changing from the status quo, you have to give them a good reason. A really good reason. They need to know about the tangible business results they’ll get from using your product or service.

Seven Ways to Write Better Proposals – And Win More Business!

chel Theriault — Tue, 20 Jul 2010 16:45:35 GMT

You respond to Request For Proposals (RFPs) to get more business, but it requires a strategic approach – it’s not just words on paper and a price. This is your opportunity to demonstrate your capabilities and the benefits you deliver while also providing good value. Make it clear, concise and compelling.

Creating Stronger Value Propositions

ll Konrath — Thu, 15 Jul 2010 08:51:37 GMT

Seven Ways to Write Better Proposals – And Win More Business!

chel Theriault — Thu, 15 Jul 2010 08:43:01 GMT

The Top 7 Things to Consider Doing in the Summer with Your Sales Team!

ck Faulk — Mon, 28 Jun 2010 14:26:19 GMT

If you are like most sales leaders, you are trying to figure out how to keep the sales team energized and excited when it’s 87 degrees and sunny outside.

How to Get Customers Buying in the New Economy

rol Greene — Mon, 28 Jun 2010 14:10:03 GMT

We hear it all the time: What are customers actually buying? Is there a way to get prospects to buy?

The Six Real Reasons Why VPs of Sales are Fired

eve W. Martin — Thu, 17 Jun 2010 14:22:16 GMT

It can be well-argued that the vice president of sales is the most important position within a company since their words and actions impact the organization’s most critical issue—generating revenue. However, the average job tenures of vice presidents of sales is now at an all-time low of eighteen months to twenty-four months.

Confirming Sales Appointments: Are You Asking For the Cancellation?

Davidson — Thu, 17 Jun 2010 12:53:32 GMT

"Hi there, this is Bob Jones. We have an appointment tomorrow at 10 a.m. I was just wondering if you'd like to cancel?"

Get Proactive About Referrals

ndra Lee — Thu, 03 Jun 2010 08:23:11 GMT

Once you've set up a Referral Rewards Program, the next step is to get proactive and make asking for referrals a part of your sales and account management processes. This way you aren't waiting for clients to think of you to offer them up. With a good process in place, you create a steady stream of referral prospects while letting your customers know how important referrals are to you.

Sales Objections: Opportunity Or A Death Knell?

vid Stein — Thu, 03 Jun 2010 08:07:25 GMT

It's often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and along with them, an opportunity to allay those concerns.

Negotiating and the Three Ts: Trust, Time and Tactics

rk Hunter — Wed, 19 May 2010 14:35:49 GMT

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the “Three Ts of Negotiating: Trust, Time, and Tactics.”

9 Ways to Avoid Getting Made Fun of as a Sales Manager

vid Tyner — Wed, 19 May 2010 14:29:02 GMT

Did you ever wonder how some executives get into the position that they are in? Judging by their lack of interpersonal skills, arrogant attitude and weak sales game, they must have some damning pictures of the boss in Vegas. Does this sound familiar?

Four Reasons Why Your Prospect May Have Done a Disappearing Act (and what to do next)

rol Greene — Fri, 07 May 2010 11:18:30 GMT

he prospect was a solid fit for your company’s value proposition. You sent salespeople on site, spent money on demos, supported testing, and then…the key decision-maker suddenly stopped returning your calls.

10 Great Excuses for Avoiding Business Development

ke Schultz and John Doerr — Fri, 07 May 2010 10:40:42 GMT

1. I'm booked for at least six weeks. I couldn't handle another deal if it landed on my desk.

The Top 10 Ways to Integrate Field Sales With Inside Sales

m Domanski — Thu, 22 Apr 2010 09:36:45 GMT

Do your field and inside sales team work harmoniously with one another or do they operate unto themselves in separate kingdoms?

Are you going TOO FAR on sales calls?

ll Konrath — Thu, 22 Apr 2010 09:18:30 GMT

Call me a prude if you will, but I've had it with sellers who are totally clueless that they're going too far, too fast in their initial meeting with me. The worst thing is, they have no idea how their actions are perceived.

The New and Frugal Sales Organization

siane Feigon — Thu, 08 Apr 2010 14:20:39 GMT

Frugality doesn’t mean not spending money. It just means making wiser choices. Instead of taking a big bite, take a small taste. It’s time to think frugally, act frugally, and say yes to “thrift.” You can apply the following 10 tips to your sales organization:

Losing vs. Not Winning the Sale

thony Cole — Thu, 08 Apr 2010 13:58:00 GMT

If a salesperson doesn’t win a sale, then they must have lost it, right? Wrong. There is a not- so- subtle- difference between ‘not winning’ and losing.

How Salespeople WANT to be Managed…And HOW They SHOULD be Managed

e Salz — Fri, 26 Mar 2010 08:35:11 GMT

During my work with clients, I'm often asked to interview their salespeople as part of my sales team due diligence. One of the questions that I always ask is their desired management style from the company. The response I hear most frequently? "I want to be treated as if I were running my own business." On the surface, this should be music to the executive team's ears. The truth of the matter is that it is actually cause for alarm.

The Power of Influence

u Schlackman — Fri, 26 Mar 2010 08:25:48 GMT

When it comes to your sales cycle the customer controls their sense of urgency of when they decide to purchase your products/services from you or your competitors.

Shortcuts to Maximize Your Time

elle Jay, Ph.D. — Fri, 12 Mar 2010 08:34:11 GMT

Imagine you had three extra hours this week to devote to your own improvement as a leader. What kind of difference do you think that would have on your effectiveness, accomplishments, and long-term success? Each of us can think of valuable ways to spend our time, and chances are some of those ideas are more valuable than the ways you're spending your time right now. The fact is that when you maximize your time, you actually do have more hours in the day.

Five Sales Lessons Learned from a Recession

lley Robertson — Fri, 12 Mar 2010 08:18:08 GMT

The past year was definitely interesting. Some sales professionals prospered while others suffered. There are several key sales lessons that can be learned from selling in a recession. These will help you succeed in the upcoming year.

Struggling with self-limiting beliefs?

nathan Farrington — Fri, 26 Feb 2010 09:31:45 GMT

You have all heard the expression: “Whatever you believe you can achieve, you will; and whatever you believe you can’t do, you won’t.” Allowing self-limiting beliefs to constrain performance, will in turn limit sales results because like everyone, salespeople hold stubbornly to private beliefs about themselves, clients, markets, competition, and even the economy, beliefs that can have an enormous impact, either positive or negative, on their sales achievement levels.

Cost versus Worth

lley Robertson — Fri, 26 Feb 2010 09:27:34 GMT

"How much will this cost?" Many salespeople shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, "thanks but no thanks". Far too often, salespeople feel uncomfortable talking about the price of their offering fearing that their prospect will put the brakes on the buying decision if the price of their product or service is perceived

Call Reports—Are They Worth the Hassle?

ul McCord — Thu, 11 Feb 2010 07:50:45 GMT

Do you require your salespeople to compile a daily or weekly call report? If you’re like the vast majority of managers, you do. I’ve spoken with hundreds of managers about call reports and almost to a person they agree call reports are one of the most useless traditions management clings to. The reports are filled with fictitious information, and the information that is truthful is itself useless.

Do You Have the Courage to Say “NO”

ill Harrington — Thu, 11 Feb 2010 07:43:51 GMT

Right now just about any sales opportunity looks good. Right? Wrong! Be careful what you’re chasing. Time is a limited resource. Every top seller I’ve met achieved super-stardom by being ruthless with their time. Great sales pros say “yes” to the RIGHT opportunities. And they have the courage, even under pressure, to say “no” to the wrong ones. For the rest of us mere mortals it’s hard to say “no” to the deal that lands in front of us. It’s like

9 Barriers to Coaching a Sales Team

ith Rosen — Thu, 28 Jan 2010 14:04:16 GMT

For any executive sales coaching initiative to be effective and long-lasting, there are important obstacles that a manager or internal sales coach needs to address.

Biggest Time Wasters for Salespeople

vid Kahle — Thu, 28 Jan 2010 13:56:24 GMT

Over the years, I've seen some regularly occurring patterns develop— tendencies on the part of salespeople to do things that detract from their effective use of time.

5 Fundamentals to Help Others Achieve Success

rt Theriault — Thu, 14 Jan 2010 16:07:11 GMT

Managers often express how much they enjoy coaching because it provides the opportunity to help others become successful. Yet various surveys, used to analyze the growing turnover trend, indicate that insufficient management support is a leading reason employees leave a job. The best way to address this is to get managers focused on two key ideas: always provide value to each employee during every interaction, and make sure it is provided from the employee’s perspective. This is only possible

Increase Sales with Actionable E-mails

ndra Lee — Thu, 14 Jan 2010 15:58:52 GMT

I hate long e-mails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales.

Rethinking Your Annual Sales Meeting

ul R. Sullivan — Wed, 30 Dec 2009 06:06:25 GMT

While sales executives are pressing their organizations to achieve year-end budgets, someone else in the organization is usually planning and creating an agenda for the annual sales meeting. This year’s message, tone, content, and ultimate impact upon every salesperson will have a far greater importance than any meeting in recent years.

Did you Make these Mistakes in Sales

m Klein — Wed, 30 Dec 2009 05:58:06 GMT

You created interest with your prospect by making a big promise, and stated a feature to back up your promise. You gave them a logical and emotional benefit, and backed everything up with evidence. Finally, you asked their permission to ask questions.

Rethinking Your Annual Sales Meeting

ul R. Sullivan — Wed, 23 Dec 2009 10:33:56 GMT

Create a ‘No Excuses’ Sales Environment

thony Cole — Thu, 17 Dec 2009 16:05:09 GMT

What is your company’s sales culture or environment? Can that question be answered quickly and articulated consistently across your organization? The foundation for creating a clearly defined sales environment begins with the leadership - how they set sales standards and then demonstrate, communicate and inspect accountability to those standards.

Using Success Stories to Close Sales

ndy Weiss — Thu, 17 Dec 2009 15:59:15 GMT

Success stories are amazingly powerful tools to help prospects understand the value of your offering.

Why Your Sales or Incentive Plan is Not Working!

ll Weeks — Thu, 03 Dec 2009 11:33:40 GMT

No one liked the compensation plan design you had prior to this one. You spent long hours putting it together, and yet performance levels are about the same as before if not worse, and the underlying behaviour hasn’t changed much either. In fact, it seems like there are more undercurrents and complaints now than there were with your old plan. What went wrong?

Preparing For Six Tough Questions Your Prospects Will Ask

J. Hayden — Thu, 03 Dec 2009 11:22:58 GMT

Responding to an inquiry, placing a follow-up call, or making a sales presentation are all situations where you can expect your prospects to ask questions about your services. Preparation is the key to confidently providing answers to prospective clients. Unfortunately, sometimes we prepare only for the questions we want to hear, and not for the tougher ones clients often ask.

What to Do When You Hit the Invisible Sales Revenue Ceiling?

ff Hardesty — Thu, 19 Nov 2009 16:53:35 GMT

Have you ever hit a level of revenue that you just couldn't seem to break through?

Position Yourself as a Value Provider

dath Albee — Thu, 19 Nov 2009 16:35:20 GMT

When a salesperson jumps into the lead relationship after marketing has nurtured them, it’s essential to do so in a context that matches the lead’s expectations. Depending on the amount of information the salesperson has available at the point of transition, the message they send can have a huge impact on how well they position themselves as a value provider.

5 Secrets to Exercising Authority

ke Brooks — Wed, 04 Nov 2009 11:55:16 GMT

If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose their ability to successfully direct their teams because they are afraid of exercising this authority for fear of alienating other team members.

Desktop Distractions: Four Ways to Control the Chaos

siane Feigon — Wed, 04 Nov 2009 11:36:49 GMT

Remember a time when we could get work done at our desk? When our office was the place where we wouldn’t be interrupted? Well, those days are slipping away as we’ve become victims of distractions, interruptions and general noise on our desktops.

Push the BETTER Button

ista Moore — Tue, 20 Oct 2009 14:37:07 GMT

As a young sales manager in the early 90s, I was told by my manager that I could not change the results, but my job was to change the behaviour. What he meant was, if I continued to run my sales team in the same way without pushing for improvement and developing my reps, their results would not be any different.

Top 5 Ways Business Acumen Adds To Your Bottom Line

lleen Stanley — Tue, 20 Oct 2009 13:58:15 GMT

Acumen is described as insight, good judgment and wisdom. Sales acumen combined with business acumen is being hyper aware of trends going on in the world and connecting the trends to your product/service and solutions. The salesperson of the future is moving beyond bonding and rapport; They are professional that know how to carry on a conversation at the 'C' suite. Today's decision-maker expects a professional salesperson to understand the business of business.

5 Tips for Sales Development

d Gulas — Wed, 07 Oct 2009 12:38:04 GMT

The 5 tips for sales development are as follows. Tip 1: You will have less likelihood of sales success until you isolate and address those hidden weaknesses that will put the brakes on a salesperson's ability to improve.

7 Ways to Cut Loose from Old Sales Thinking

i Galper — Wed, 07 Oct 2009 12:30:34 GMT

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.

CRM is NOT What Sales Needs

ve Hurlbrink — Thu, 24 Sep 2009 09:02:35 GMT

CRM and SFA applications have been aggressively promoted by vendors under a premise that what’s needed by sales teams is a “360 degree view of your prospect/customer”. This viewpoint implies your salespeople should rely on a broad, all-encompassing CRM/SFA application to gain insight into everything about a customer or prospect relationship…from purchase history and sales mix to post-sale service summaries to marketing campaign responses and involvement and much more.

How NOT to Conduct a Sales Call

aig James — Thu, 24 Sep 2009 08:54:33 GMT

Last week I was sitting in the waiting area of a prospect's office when a young salesperson from one of the telephone companies entered. The office was a small one, with about five employees - the owner, two consultants, an admin, and the office manager. After introducing himself, the salesperson - whom the office manager had never met - launches immediately into his pitch. When he's finished, about 45 seconds later, the office manager politely informs him that they already have phone service, t

5 Biggest Sales Management Coaching Blunders

eve Rosen — Fri, 11 Sep 2009 08:00:29 GMT

Transforming your sales managers from good to great coaches can have a dramatic impact on sales. In fact, sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders.

Building your Personal Philosophy for Success

lleen Francis — Fri, 11 Sep 2009 07:55:28 GMT

Throughout my career as a salesperson and as a sales trainer, I’ve noticed that the top 10 per cent of professionals in this field all share a passion for what they do. It’s not just that they have a knack for connecting with people and getting them to buy more goods or services more often.

A Look at Product Training

hn Holland — Thu, 27 Aug 2009 16:18:21 GMT

Companies spend vast amounts of time, effort and money to provide their salespeople product training. It isn’t unusual for organizations to have product training budgets ten to twenty times their sales training budgets. As the name implies, product training tends to be product-centric versus customer-centric. Unfortunately, making that transition in most organizations is left up to individual salespeople.

What Buyers Really Care (and Don’t Care) About

siane Feigon — Thu, 27 Aug 2009 16:13:05 GMT

Today's sales 2.0 landscape is drizzled with economic uncertainties, and the buyers are in the driver's seat. That means no matter how hard you try to earn their business, they have their own agenda — they hardly care about your selling efforts. Don't take it personally. When you are selling in a buyer's market, you must see the business through their eyes and understand exactly what they care about and don't care about.

Sales Dashboard

ug Dvorak — Fri, 14 Aug 2009 11:36:22 GMT

What does a dashboard on a car do? It provides information to the driver about fuel, speed, miles travelled, and other relevant information. This data is helpful while driving a vehicle. Anybody that has driven or has travelled in a car knows that car dashboards give information that facilitates in making better driving decisions. For instance, indicating low fuel levels should alert the driver to refuel at the nearest gas station. The driver can also gauge how far away the car is from the inten

The Science of Sales Presentations

offrey James — Fri, 14 Aug 2009 11:30:01 GMT

Want a sales presentation that actually helps you sell? I recently had a conversation with Harvard psychology professor Stephen M. Kosslyn, who’s taken latest scientific research on perception, memory and cognition and applied it making sales presentations more effective. Here are eight tips, based on the latest mind-science, to turn your presentation from a mere PowerPoint into a real powerhouse:

Hiring Your Competitor’s Salespeople

ee Salz — Thu, 30 Jul 2009 08:04:53 GMT

Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales- person would sprout.

Account Strategy

rian Davis — Thu, 30 Jul 2009 07:56:52 GMT

The game of chess has been around for centuries. Almost everyone knows how to play the game. However, there is a big difference between how an amateur plays chess and how a master plays. Fundamentally, that difference boils down to planning. An amateur plays tactically. They figure out what to do based on how the board looks at the time of their move. Masters formulate a plan and each move takes them one step closer to the ultimate execution of that plan.

Is Your Team Really a Team?

mes Taggert — Thu, 16 Jul 2009 08:20:49 GMT

Teamwork is talked about widely in organizations, but often with little understanding of what it means. Organizations want instant results, teams that are formed and ready to go overnight - something like an instant pudding.

12 Sales Power Words to Catapult Your Selling Results

anne Hoagland-Smith — Thu, 16 Jul 2009 08:06:53 GMT

What would happen if you discovered twelve words that could catapult your ability to increase sales? Can you begin to imagine all the results that you could realize? Consider each of these words and how you can embrace them within your existing sales skills allowing you to catapult your selling.

The Case for Customer Partnerships

vin Eikenberry — Thu, 02 Jul 2009 10:42:35 GMT

Let`s pull this phrase apart into the individual words:

7 Differences When Selling To Companies

ssa Stowe — Thu, 02 Jul 2009 10:33:25 GMT

If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different.

Five Tips to Improve Performance in Tough Times

chael Bird — Thu, 18 Jun 2009 11:39:24 GMT

Sales managers and directors are right in the firing line. With markets shrinking, increasing price pressures and a relentless focus on cutting costs, at times the job of improving sales performance seems well-nigh impossible. Do not despair, however. The five tips below will help you find ways to buck the trend.

Now is the Time to Master Financial Conversations

ndra Lee — Thu, 18 Jun 2009 11:32:19 GMT

While these are admittedly challenging times for many, I still see a lot of sales being made among the companies we are working with. The biggest difference in selling today is the amount of time it takes for sales to close, especially compared to the last few years. But some sellers aren't feeling any pain - their sales aren't taking longer in spite of the economy - and yours don't have to either.

Sales Performance Process - Mapping Sales Success

n Segail — Thu, 04 Jun 2009 09:06:54 GMT

Not all salespeople are rainmakers. In fact, only 20 per cent of the sales population possess the intuition and luck to make things happen. The remaining 80 per cent of salespeople are most successful when they follow a specific sales process that details steps along the way and the tools to use at each step.

Mobile Devices: Reduce the Risk of a Privacy or Security Breach

zila Nurani — Thu, 04 Jun 2009 09:05:51 GMT

Given the media focus on data security breaches and growing public concern over how sensitive information is secured by organizations, sales professionals need to be even more conscientious about security. Technology has dramatically changed the way we work. Our offices tend to be wherever we physically are. As we receive, use and send information “on-the-go”, the risk of losing a mobile device or having it stolen, and the resulting risk of a data security breach, grows exponentially.

Efficient Sales Travel Planning

ith O’Brien — Thu, 21 May 2009 10:09:08 GMT

There's no getting around it...for most of us in sales, times are tough. Sales managers everywhere are faced with shrinking travel budgets and getting pressure to reduce their cost of sales. One way to go is simply to stop travelling. This cuts costs, but is death to new business, and ultimately leads to a failed sales plan...and a failed business.

Eleven Tips to Reinforce a Purchase Decision

m Logan — Thu, 21 May 2009 09:55:43 GMT

After a prospect decides to become a customer, especially when it’s a big decision, what do you do next? Do you jump up and down for joy, say “Thanks!”, rush out the door to call your sales manager - or- do you reinforce your new customer’s decision and reassure them they’ve done the right thing?

Building Remote Sales Teams

nda Richardson — Thu, 07 May 2009 09:07:08 GMT

Telephone conference calls are rated by sales team members as being almost as effective as face-to-face sales team meetings, but are much more convenient.

Getting Organized for Smarter Selling

Kerry Gleeson — Thu, 07 May 2009 08:58:55 GMT

Most salespeople know all about good sales techniques. Sales managers - and salespeople themselves - often make the mistake of thinking because someone is techno-savvy, they know how to do simple things like get organized and plan to sell.

How Focus Helps Sales Management Effectiveness

eve Rosen — Thu, 23 Apr 2009 14:12:31 GMT

In a strong economy just showing up to play is enough to achieve your sales objectives. In today’s economic environment sales leaders are facing sales force downsizing and poor sales rep morale. Sales reps are frustrated by longer sales cycles, dropping demand, unrealistic quotas, concerns about declining income and losing their jobs.

The Selling Power of the Provocative Question

chel Neray — Thu, 23 Apr 2009 14:02:31 GMT

When you tell prospects and clients about what you can do for them, how much do you 'tell' your way through your story, and how much do you 'ask'?

How to Hire the Right Vice President of Sales

Lee Salz — Thu, 09 Apr 2009 11:48:57 GMT

Your Vice President of Sales is the key to your company growing revenue, but focusing your selection process on their salesmanship will lead to hiring the wrong candidate.

Reviving Prospects Who Disappear into the Black Hole

Jill Konrath — Thu, 09 Apr 2009 11:41:10 GMT

Have you ever had hot prospects who suddenly stopped returning your calls? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before.

Activity Does Not Always Equal Achievement

Jonathan Farrington — Wed, 25 Mar 2009 11:54:37 GMT

Failing to focus salespeople’s activity reduces efficiency and consequently reduces results, because there is not a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve! Time is a huge constraint on their activities so that when their manager asks them for more, it is no wonder that they are overwhelmed.

Obtain Testimonials from Customers

Colleen Francis — Wed, 25 Mar 2009 10:19:10 GMT

In an environment of elevated risk, it is human nature that we tend to stick to what we know and what we’re sure of…and that certainly applies to customers when facing a choice between buying from you or one of your competitors. As a sales professional, you already know how important it is to first sell the benefits of your product or service so that a prospect or existing customer can make a decision with confidence to buy from you. However, there’s still much more you can do to help influence

Technology Overload? Five Steps to Break Free

Carol Ring — Mon, 16 Mar 2009 10:08:45 GMT

We have fooled ourselves into believing that with a plethora of electronic devices we will be better able to balance our lives. We accept what was never acceptable before: Crackberry lingo for those who can’t put their Blackberries away during dinner, loud cell phone conversations in public places, iPod shut out. We can’t go to sleep at night until we check our e-mail just one more time. We have allowed technology to take over our life and to determine our focus.

Why Strategic Plans Don't Work…And What to do About It

Ron Price — Thu, 12 Mar 2009 11:45:39 GMT

Surveys show that over fifty per cent of executives say that they're unhappy with their strategic planning process. So while they think strategic planning is necessary, they don't fully realize the benefits they were hoping to attain from it.

The Problem of Lumping

Aaron Ross — Tue, 24 Feb 2009 14:42:33 GMT

Building a highly productive, modern sales organization requires increasing specialization - and frankly, it's a big reason salesforce.com has such an amazing sales organization.

Turtles and Innovators: Innovation is the Key to Success in a Recession

Jeremy Miller — Tue, 24 Feb 2009 14:31:31 GMT

It's hard to stay positive in the midst of a recession. Every time you turn on the news you're barraged with negativity: plant closures, layoffs, bankruptcies and more. It's enough to make the most optimistic entrepreneur turtle up and hope for better days. Resist that urge. Turtling up is the last thing you should do. This recession will ravage the Turtles, and reward the Innovators. So rise up, and innovate, innovate, innovate.

Is Email Marketing Next For Extinction?

Per Löfgren — Wed, 11 Feb 2009 08:56:36 GMT

The most frequent criticism I’ve heard about the new Apple iPhone is that it ‘doesn’t handle email too well’, as least not when compared to a Blackberry. When you look at the iPhone home screen you get an idea why. Email is there, of course, but so is YouTube and SMS, and usually the free applications for Facebook and MySpace Mobile.

12 Golden Principles of Selling

Jonathan Farrington — Wed, 11 Feb 2009 08:52:22 GMT

I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I had to create the "12 golden principles of selling," what would I come up with?

You Can’t Afford Not To Use A CRM Program!

Susan Enns — Thu, 29 Jan 2009 15:19:42 GMT

In today’s competitive environment, a properly designed Customer Relationship Management (CRM) program is simply a must have in order for your business to survive and grow. Be careful though, because just purchasing software is not enough. Even if your company currently uses a system, if it is not properly designed and managed, it is costing you in lost opportunities.

Prospecting - Building an Advocate Army

John Boe — Thu, 29 Jan 2009 15:06:58 GMT

Do you consistently ask for referrals? To be successful in the sales profession you need assistance from your clients in the form of referrals. Average salespeople do not invest their time nor spend their money developing clients into advocates. An advocate is a person that will go out of their way to recommend you to their friends and associates.

Adam and Eve: The Original Communication Breakdown

z Usherhoff — Thu, 15 Jan 2009 09:15:28 GMT

No one has ever attributed the misfortune of Adam and Eve to a breakdown in communication. But, knowing what we do now about the differences in the ways men and women communicate, it's perhaps not surprising that the lady chose to follow the serpent's advice, without talking things over with her mate first. He was probably off sorting out territorial issues between the beasts and the birds. Eve needed someone to talk to, and Adam just went along with the snack idea to avoid dissension in Paradis

Networking - How To Research Potential Contacts

nathan Farrington — Thu, 15 Jan 2009 09:07:48 GMT

I truly believe that every individual in the whole world is potentially only five or six contact steps away. This five or six degrees of separation shows that even an entire population of over five billion people is still highly accessible.

Sales Manager: Job Title or Specialized Skill

e Salz — Mon, 22 Dec 2008 10:09:39 GMT

Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role.

As the Market Drops, Don't Be a Closer

gel Edelshain — Mon, 22 Dec 2008 10:00:48 GMT

The sky is falling. Well, the stock market and many of the great behemoth financial firms that I have sold to over the last dozen years are. Let's say many of us are not in the most upbeat mood right now.

Sales Management and Motivation

Greg Blysniuk — Thu, 18 Dec 2008 10:39:24 GMT

Solving the “How do I motivate my salespeople?” riddle is the central theme of sales compensation for many in sales management.

Personal Branding Online

Jeremy Miller — Thu, 18 Dec 2008 10:29:41 GMT

Personal branding is a pretty big buzz word these days. Google the phrase and you get over 16 million hits. Now take your search a step further and Google yourself. What comes up? Not much? Now you see why everyone is into personal branding.

Trust Your Teammates: Everyone Wins

Mark Eaton — Wed, 03 Dec 2008 11:51:31 GMT

Trust is essential in today's business world. Every day people talk about how important trust is, yet few know how to create it. Trust comes when people know they can count on you. Trust comes when people know you're there for them. When people protect each other, there is trust - it's that simple. When you're committed to others and their well-being, you can expect an extraordinary commitment in return

Use Negative Keywords to Make a Positive Impact on Your Pay-Per-Click Campaign

Heather Lutze — Wed, 03 Dec 2008 11:45:34 GMT

When running any type of online pay-per-click (PPC) ad campaign, most business professionals spend a lot of time planning their keywords. They know what phrases customers use to find them, and they make sure their site is findable with those specific search terms. Unfortunately, these same keyword-savvy businesspeople often miss one important element of pay-per-click keywords: Defining negative keywords. In other words, they fail to spell out how they do not want customers to find them.

Winning Sales Quotes in Today’s Economy

Christopher Whittier — Thu, 20 Nov 2008 10:45:41 GMT

The issue of quote management and protecting quote margins has risen on the list of management priorities. Increasingly, sales teams are looking to quotation management tools, and new quote strategies to achieve quote success. Here are a few winning strategies to help you achieve success:

What Customers Hate About You

Kelley Robertson — Thu, 20 Nov 2008 10:41:43 GMT

Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.

Seven Strategies For Riding Out the Storm

Roz Usheroff — Wed, 05 Nov 2008 12:11:00 GMT

Sometimes, the working world can take a turn for the worst. In a recent online survey of members, 77per cent of CPSA members said that it is much more difficult to close a sale now than it was two years ago.

Is It Time to Change the Channel?

Robert Weese — Wed, 05 Nov 2008 12:09:40 GMT

Today more than ever, companies are looking for a cost-effective sales strategy, while providing improved exposure to their products or services. However most sales organizations still rely solely on the corporate directed “feet on the street” sales force, and opportunities may be lost as a result.

Falling On Deaf Ears: Conversations Help Your Customers Cut Through the Hype

Jeremy Miller — Fri, 17 Oct 2008 07:53:55 GMT

"Blah, blah, blah, ROI. Blah, blah, blah, solution. Blah, blah, blah, leading edge. Blah, blah, blah, results." This is what your customers hear every day. The same old overhyped crap.

Make Your LinkedIn Invitations Work For You

Barbara Safani — Fri, 17 Oct 2008 07:51:09 GMT

I just got an invitation to connect from someone on LinkedIn with the following message: “Since you are a person I trust, I want to invite you to join my network on LinkedIn.” I have some real issues with this invitation and here’s why.

When Technology Disconnects Us: How Sales 2.0/Web 2.0 Is Diluting The Power of Interpersonal Communication

Keith Rosen — Wed, 08 Oct 2008 07:59:16 GMT

Technology will automate and streamline many of the functions and tasks salespeople and management are currently responsible for. More specifically, how they manage their sales pipeline and the stages of their selling cycle, how they qualify and mine for new prospects, how they network with other business professionals, how they maintain their contact database as well as how they communicate with their prospects and customers. And the trend for companies to transition from what was once a face-t

Expect Victory

Billy Cox — Wed, 08 Oct 2008 07:54:55 GMT

Do you wake up in the morning thinking, “This is going to be a lousy day” or “Nothing good ever happens to me”? If you have an important presentation to make, do you tell yourself, “I don’t have a chance at closing this sale”? If you routinely think this way, how does your day turn out? Do you make the sale? I’d be willing to bet you get exactly the results you expected.

Giving Yourself The Gift Of Executive Presence

Roz Usheroff — Thu, 25 Sep 2008 08:16:01 GMT

We've all been there. Someone walks into a room at a business event and suddenly the air becomes electric. Heads turn. The world pays attention, serious attention. People gravitate as if to a magnet and engage them in a hanging-on-every-word conversation. You have just witnessed a 'WOW" moment.

Referrals: Getting the Most From the ‘Low-Hanging Fruit’ of Sales

Jim Cross — Thu, 25 Sep 2008 08:10:05 GMT

Referrals should be considered the reward for a job well done. They are the by-product of your excellent customer service. As a true sales professional, you have earned the right to ask for and receive referrals. Earning referral business is a fantastic way to grow your business, and the best part is that all of the calls are warm leads.

Everyone Makes President's Club: The Motto of a Great Sales Manager

Jeremy Miller — Wed, 10 Sep 2008 08:27:32 GMT

Great sales managers take it personally. "Nobody is left behind. Everybody makes President's Club." This is their motto. Sure these phrases can be bantered around in meetings and interviews, but truly great managers live it, breathe it and believe in it. Their core values drive them to make each and every one of their reps successful, and to have their team stand out in the organization. Their values push them to be successful managers.

Body Language: The Mehrabian Myth

Eric Bergman — Wed, 10 Sep 2008 08:22:25 GMT

When it comes to the use of body language in presentations and broadcast interviews, most of us have seen some sort of statistic that indicates: • 55% of the overall message is how the person looks when delivering the message. • 38% of the overall message is how the person sounds when delivering the message. • Seven per cent of the overall message can be attributed to the words the person uses.

Leadership Is About Constantly Challenging Paradigms But Staying Within The Overall Strategy

Jonathan Farrington — Tue, 26 Aug 2008 10:46:29 GMT

One of the key tasks of a leader is to continually seek ways to improve the way in which their team operates – constantly challenging paradigms and questioning “the way we do things around here”, will ensure the team remains at optimum performance levels.

Relationships are Overrated

Jeremy Miller — Tue, 26 Aug 2008 10:44:42 GMT

Relationships are overrated. Yep, I am drawing a line in the sand, and challenging the hardened belief that a sales person's most valuable asset is his address book in Microsoft Outlook. It's not.

The Four Fatal Assumptions of Executive Communication

Ron Crossland — Thu, 07 Aug 2008 08:42:59 GMT

I stand in front of leaders every month either conducting a seminar, making a presentation, or discussing leadership development. One of the standard scenarios I ask these busy, engaged, and effective managers to consider is, “Have you ever left a meeting with a colleague and as you travel down the hallway talking about what you just heard, you look at each other with that ‘were you in the same meeting I was in’ expression?”

Maximizing Your Price in a Soft Economy

Mark Hunter — Thu, 07 Aug 2008 08:36:10 GMT

Establishing maximum value for your price is never easy. In today’s volatile economy, it’s even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer’s response to a price increase is rarely positive, with the usual line of objections that go along with it.

Hiring With A Map: Using Assessment Tools to Hire Great Salespeople

Jeremy Miller — Fri, 18 Jul 2008 08:36:24 GMT

Behavioral assessment tools are common in today's hiring practices. Hiring managers lean on them hoping to discover a silver bullet – a tool that will tell them exactly who to hire and why. The problem is most companies do not use behavioral assessment tools accurately or effectively to make the right hiring decisions.

Tuning Up Your Virtual Conferencing Skills: Part 1

Roz Usheroff — Fri, 18 Jul 2008 08:09:23 GMT

With gasoline and travel prices shooting through the roof, the summer of '08 may be remembered as the season business travel got nixed and virtual conferencing became the norm. The corporate office has now been relocated to your home office and the business suit has been replaced by business casual attire.

Negotiation: Dealing With Price And The Closing Stages

Jonathan Farrington — Thu, 17 Jul 2008 16:16:48 GMT

Price is an issue in most negotiations. Salespeople need to deal with the price issue confidently, but with an understanding of the needs of the other side. Here are some notes to help you:

Tuning Up Your Virtual Conferencing Skills—Videoconferencing and Webcasting: Part 2

Roz Usheroff — Thu, 17 Jul 2008 12:50:00 GMT

Many people just don't get the ground rules for virtual conferencing. Like the person whose cellphone blares "In Da Club" by Rapper 50 Cent when ringing or a colleague who forgot to "mute" their phone while their spouse was yelling during their President's quarterly update, the results can often be embarrassing.

Communications Technology to Close Business Quickly and Easily

Mark Alexander — Fri, 04 Jul 2008 12:24:27 GMT

Turning a prospect into a customer is the core function of the salesperson and the lifeblood of an organization’s revenue stream. Complex customer approval processes and signoffs from multiple departments lengthen the sales process and make it more difficult to gain consensus from the proper decision-makers. Once the customer has made a decision to purchase, there may be multiple rounds of negotiation on pricing, terms, and contract details that involve management and legal professionals from y

Nobody Buys a Leader: They Buy Servants

Jeremy Miller — Fri, 04 Jul 2008 12:14:39 GMT

Does your marketing literature proclaim that your company is a market leader? Does it say something like, "we are the leading producer of …" or something similar? If so, you're not alone. Guess what? No one cares. Customers care if your solutions will solve their problem. If it can't, then all of these self-serving proclamations are not worth the paper they are printed on.

Do You Have a Climate for Sharing?

Hugh Culver — Thu, 19 Jun 2008 11:35:09 GMT

I often wonder why it is that when I, or my colleagues, facilitate a creative team building or strategy session for one of our clients that people are suddenly open and generating fresh (and often quite exciting) ideas. Why the heck doesn't this happen daily?

Personal Branding Sells: Leverage Yourself for more Income and more Sales

Jeremy Miller — Thu, 19 Jun 2008 11:26:19 GMT

It is far easier to sell a branded product. When you are the underdog, you have to compete that much harder to win against a strong brand. The typical sales tactics are to discount and to pile on value-add services. Either way, the cost of the sale is higher for an unbranded product. The same is true for people. Salespeople that are well known in their industry with a strong reputation and referral network are a force to be reckoned with. Why? They have a brand.

Tips on Being a Perfect Summer Guest

Roz Usheroff — Fri, 06 Jun 2008 11:35:25 GMT

Summer's just around the corner and you've received a weekend invitation to your boss' cottage. You're counting the days to a much-needed retreat from your hectic schedule. While you're looking forward to relaxing in a hammock, remember that there is an art to being a good summer guest if you want to get invited back year after year.

Need a Memory Boost? How to Upgrade Your Brainpower

Dr. Nancy D. O’Reilly — Fri, 06 Jun 2008 11:26:45 GMT

As each day unfolds, we are challenged to remember a multitude of things, such as phone numbers, driving directions, names, tasks, and moment-to-moment requests. So, why do we forget and what can we do about it, especially if our once perfect memory has now become faulty and unpredictable?

Complexity: The Thief of Time

John L. Mariotti — Fri, 23 May 2008 10:55:50 GMT

Time. Nobody has enough of it. Everyone wishes he could have more. It is the one truly perishable resource. Those who suffer from this are truly victims of the Thief of Time – complexity – which afflicts every person in every organization.

The Three Traps of Selling Conventionally in a Complex New World

Jeff Thull — Fri, 23 May 2008 10:51:14 GMT

Prospect, qualify, present and close. These are the basic elements of the conventional sales process most widely used today. Problem is, the world has changed. We must deal with complex problems and correspondingly complex solutions that involve multiple decisions and multiple decision-makers—most of whom are having an increasingly hard time understanding their own problems and the solutions that will best resolve them.

Employ Strategic Entertainment to Gain Competitive Advantage

Jon Stetson — Fri, 09 May 2008 08:26:36 GMT

In today’s corporate structure, everyone is trying to get an “edge.” Companies want to wow their customers, their stakeholders and even their employees so their brand and their message stay relevant and meaningful in the current marketplace.

Givers Gain: Creating Conversations to Engage Your Prospects

Jeremy Miller — Fri, 09 May 2008 08:25:00 GMT

Three per cent of your market is buying right now. These are companies issuing RFPs, bringing you in for demos and requesting quotes. If you aren't talking to these companies, you can guarantee they are talking with your competition. They have a need, and they will buy to satisfy it.

The Dangers of Too Much Positive Thinking

Alice Wheaton — Thu, 24 Apr 2008 11:15:50 GMT

Every company, salesperson, buyer, marketplace, solution, and competitor has inherent strengths and weaknesses. The goal of the major account managers is to be able to build a solid strategy for each major account by emphasizing their strengths and transforming their weaknesses. People who are addicted to positive thinking are reluctant to pay any attention to their weaknesses given the belief that whatever we focus on is what we get.

I Propose

Kelley Robertson — Thu, 24 Apr 2008 11:10:58 GMT

Many companies and their decision-makers require written proposals, and if you are like many salespeople, you probably shudder at the thought of this request. However, writing a good proposal doesn't have to be painful providing you keep a few points in mind.

The Value of Mentors

Brian Tracy — Wed, 09 Apr 2008 15:11:50 GMT

Benjamin Franklin once said, "there are two ways to acquire wisdom; you can either buy it or borrow it."

How to Prevent “Unpaid” Consulting

Jeff Thull — Wed, 09 Apr 2008 15:08:30 GMT

If you’re in sales, you have probably encountered this scenario. You’re trying to convince a potential customer that your great products or services will solve their most pressing problem. To prove the point, you explain precisely how your solution will work. Mr. Potential Customer listens carefully, asks many questions and takes copious notes. Everything seems to be running smoothly. The customer nods and says all the right things and you leave convinced that the sale is in the bag. The prob

When Gen-X is in Charge: How to Harness the Younger Leadership Style

Anne Houlihan — Thu, 27 Mar 2008 08:38:51 GMT

For many years, those in the Baby Boomer generation have held the reins in most companies, leading the Generation X workers in the day-to-day activities. And as the years tick by, more and more Boomers will be retiring, leaving the leadership reigns in many companies up for grabs.

Costly Assumptions

Keith Rosen — Thu, 27 Mar 2008 08:29:55 GMT

When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?"

Are You Strategic?

Rich Horwath — Fri, 07 Mar 2008 12:40:14 GMT

Leadership research has shown that the most important competency for a leader to possess is the ability to develop strategy. Unfortunately, when researchers examined leaders at all levels in organizations, they found only four percent could be classified as strategists.

Use the News: How to Create New Opportunities Fast

Jill Konrath — Fri, 07 Mar 2008 12:31:09 GMT

Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness". "Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment—but this high-tech acquisition certainly was.

Make Change Stick

Gary Bradt — Thu, 28 Feb 2008 12:17:48 GMT

It’s easy to talk about change but actually making change happen is not. In organizations, new leaders promising change arrive with great fanfare and panache. Speeches are made and initiatives begun, only to inevitably fade into obscurity when those leaders move on and the status quo returns.

Best Practices for Using Product Photos in Sales Presentations

David Paradi — Thu, 28 Feb 2008 12:13:04 GMT

When making a sales presentation, you know that product photos are vital to give the prospect a visual connection with the product. How can you make the photos have the greatest impact and help close the sale? By following these best practices.

Dangerous Conversations: Coaching for Exceptional Performance

Gregg Thompson with Susanne Biro — Tue, 12 Feb 2008 10:24:37 GMT

How many conversations do you have during an average day? 30, 50, 100? How many of these simply function as social lubricants, helping you slide through the day without having to address the real and important issues you face? How many of these conversations really matter?

Power of Protocol Intelligence

Roz Usherhoff — Tue, 12 Feb 2008 10:12:42 GMT

Today we live in the golden day of gadgets. We have cell phones ringing in meetings, and digital assistants lighting up simultaneously. We are being diagnosed with Blackberry Thumb; the coolest new version of carpal tunnel syndrome. Stress is building as we become burdened by keeping inventory of not only our Blackberrys but MP3s, iPods and cell phones, insanely small and totally losable repositories of tons of songs, information and directories.

Five Steps to Build Your Credibility as a Manager: Shed the Superman Cape

David Benzel — Mon, 04 Feb 2008 16:24:50 GMT

Superman is a super hero due to his many powers. However, even with all of his strengths, Superman has a vulnerability – Kryptonite – therefore, he is not perfect. He has a flaw. And in spite of this weakness, Superman’s credibility is beyond reproach.<

Fight Frustration in the Office and Beyond

Dr. Nancy D. O’Reilly — Mon, 04 Feb 2008 15:18:04 GMT

It doesn’t take Monday morning traffic to cause extreme frustration at work. It can even be things as small as a co-worker showing up to a meeting late, or a client calling to cancel his latest order.

Unleashed! Expecting Greatness and Other Secrets to Coaching for Exceptional Performance

Gregg Thompson with Susanne Biro — Mon, 21 Jan 2008 16:54:08 GMT

Coaching has received a great deal of attention over the last several years. As today’s fastest growing human development process, it is quickly becoming an essential competency for leaders at every organizational level. Why? Quite simply because coaching produces such impressive results. Yet, despite the growing popularity of coaching, there are precious few managers who actually make it a significant part of their day-to-day activities. In fact, many organization leaders are unable to disti

Building a Strong Brand for Career Success

David McNally, CPAE — Mon, 21 Jan 2008 11:40:43 GMT

As a professional, you are in a “competitive market,” competing with others who may have qualifications similar to yours – all vying for the recognition and rewards that come with outstanding performance. If you interact with your company’s customers, you are also part of the team that is competing to deliver customer experiences that can strengthen – or weaken your company’s brand – and your own.

Why Salespeople Fail and What Managers Can Do About It

Keith Rosen — Mon, 07 Jan 2008 12:31:21 GMT

"Why do salespeople fail?" A question that managers, as well as their salespeople have asked for decades. Whether your team consists of one thousand salespeople or just one, the simple fact stands; avalanches roll downhill. It starts from the top. That's why the first of six principles managers need to incorporate in order to build a world class sales team is

Six Business Trends Every Salesperson Must Know

Daniel Burrus — Mon, 07 Jan 2008 12:25:06 GMT

Every industry and profession goes through changes, and the sales profession is no different. To be a top performing salesperson, today and in the future, you need to continually adapt to both market and social conditions.

A Glimpse at Sales 2.0; The Potential and Pitfalls

Keith Rosen — Thu, 27 Dec 2007 11:40:06 GMT

For those of you who attended the first ever Sales 2.0 conference in San Francisco this past October, you're probably in a state of awe.

Don’t Take it Personally! How to accept – and benefit from – criticism

Colleen Francis — Thu, 27 Dec 2007 11:05:58 GMT

When the complaint is coming from a client or customer; however, criticisms can actually be your best friend.

Add On Selling with E-Mail : How to Leverage What Ya Got

Jim Domanski — Mon, 17 Dec 2007 07:32:38 GMT

Add On Selling with E-Mail : How to Leverage What Ya Got

Tips and Techniques - 8 Questions to Help You Plan for Success in 2005

Colleen Francis, CSP — Mon, 17 Dec 2007 06:32:52 GMT

Tips and Techniques - 8 Questions to Help You Plan for Success in 2005

Tips and Techniques - 5 Misconceptions about Service Lead Generation

Mike Schultz and John Doerr — Mon, 17 Dec 2007 06:26:23 GMT

Tips and Techniques - 5 Misconceptions about Service Lead Generation

News Item

Evelyn Jacks — Mon, 17 Dec 2007 06:22:17 GMT

News Item

Tips and Techniques - Dangerous Knowledge What We Know Can Hurt Us

Keith Rosen, MCC — Mon, 17 Dec 2007 06:18:36 GMT

Tips and Techniques - Dangerous Knowledge What We Know Can Hurt Us

Overcoming Adversity

Brian Tracy — Mon, 17 Dec 2007 04:37:48 GMT

Overcoming Adversity

Q & A WITH AUTHOR BILL STINNETT

BILL STINNETT — Mon, 17 Dec 2007 04:33:57 GMT

Q & A WITH AUTHOR BILL STINNETT

The Power of Partnering

Kelley Robertson — Mon, 17 Dec 2007 04:30:30 GMT

The Power of Partnering

10 Dynamite Tips for Presenting with the Overhead Projector

George Torok — Mon, 17 Dec 2007 04:25:15 GMT

10 Dynamite Tips for Presenting with the Overhead Projector

Saving Your E-Customers from Defection

Jill Griffin — Mon, 17 Dec 2007 02:56:07 GMT

Saving Your E-Customers from Defection

Show and Tell

John Boe — Mon, 17 Dec 2007 02:53:22 GMT

Show and Tell

How to Prevent "Unpaid Consulting"

Jeff Thull — Mon, 17 Dec 2007 02:51:33 GMT

How to Prevent "Unpaid Consulting"

Five Steps to Negotiating Like an Expert

Colleen Francis, CSP — Mon, 17 Dec 2007 02:50:44 GMT

Five Steps to Negotiating Like an Expert

7 Ways to Keep Your Team Motivated

Kelley Robertson — Mon, 17 Dec 2007 02:46:10 GMT

7 Ways to Keep Your Team Motivated

Eleven Secrets of Supersellers - Part 4

Derrick Pick — Mon, 17 Dec 2007 02:42:47 GMT

Eleven Secrets of Supersellers - Part 4

Making an Impression in the Boardroom

Peter Urs Bender — Mon, 17 Dec 2007 02:42:47 GMT

Making an Impression in the Boardroom

Handling Questions with Authority

George Torok — Mon, 17 Dec 2007 02:41:01 GMT

Handling Questions with Authority

Secrets of Supersellers

Derrick Pick — Mon, 17 Dec 2007 02:38:37 GMT

Secrets of Supersellers

Frustrated with Work Relationships?

Peter Urs Bender — Mon, 17 Dec 2007 02:37:15 GMT

Frustrated with Work Relationships?

Practice Golden Rule Selling

Brian Tracy — Mon, 17 Dec 2007 02:33:21 GMT

Practice Golden Rule Selling

Not Enough New Business? Specialize

Albert (Ally) Motz — Mon, 17 Dec 2007 02:29:09 GMT

Not Enough New Business? Specialize

9 Steps to Building a Profitable Customer Relationship

Colleen Francis, CSP — Mon, 17 Dec 2007 02:23:51 GMT

9 Steps to Building a Profitable Customer Relationship

5 Keys to Effective Prospecting (Part 1)

Michelle Cain, CSP Cain Sales Solutions — Mon, 17 Dec 2007 02:20:14 GMT

5 Keys to Effective Prospecting (Part 1)

The Presentation Trap: Why Making Presentations Can Cost You the Sale

Jeff Thull — Mon, 17 Dec 2007 02:17:44 GMT

The Presentation Trap: Why Making Presentations Can Cost You the Sale

Why Salespeople Don't Work Out

Bob Pudlock — Mon, 17 Dec 2007 02:14:10 GMT

Why Salespeople Don't Work Out

How to Eliminate Price Objections

Kelley Robertson — Mon, 17 Dec 2007 02:11:03 GMT

How to Eliminate Price Objections

An Effective Manager Learns To Wear Many Hats

Roy Chitwood — Mon, 17 Dec 2007 02:08:35 GMT

An Effective Manager Learns To Wear Many Hats

5 Keys to Effective Prospecting (Part 2)

Michelle Cain, CSP — Mon, 17 Dec 2007 02:06:02 GMT

5 Keys to Effective Prospecting (Part 2)

Mixing & Mingling for Fun and Profit

Lynda Goldman — Mon, 17 Dec 2007 02:03:28 GMT

Mixing & Mingling for Fun and Profit

The Power of Choice

John Boe — Mon, 17 Dec 2007 02:00:19 GMT

The Power of Choice

So Long, Sales Cycle

Ally Motz — Mon, 17 Dec 2007 01:57:36 GMT

So Long, Sales Cycle

Trade Show Invitations That Work

Barry Siskind — Mon, 17 Dec 2007 01:46:04 GMT

Trade Show Invitations That Work

Why should I buy from you?

Roy Chitwood — Mon, 17 Dec 2007 01:41:32 GMT

Why Should I Buy From You?

Tips and Techniques - Are Goals Sabotaging Your Selling Efforts?

y Keith Rosen, MCC — Mon, 17 Dec 2007 01:38:57 GMT

Tips and Techniques - Are Goals Sabotaging Your Selling Efforts?

Stress and Wellness Tip of the Week - Workoholics Beware

y Wood or Melinda Hawkins — Mon, 17 Dec 2007 01:21:21 GMT

Stress and Wellness Tip of the Week - Workoholics Beware

Book Review - Leadership Wisdom from the Monk Who Sold his Ferrari

Robin Sharma — Mon, 17 Dec 2007 01:18:11 GMT

Book Review - Leadership Wisdom from the Monk Who Sold his Ferrari

Sales Tips and Techniques - Perseverance & Tenacity

Jerome Shore — Mon, 17 Dec 2007 01:14:23 GMT

Sales Tips and Techniques - Perseverance & Tenacity

SRC Offer of the Week - Book Review: How to Run Successful Incentive Schemes

John Fisher — Mon, 17 Dec 2007 01:12:39 GMT

SRC Offer of the Week - Book Review: How to Run Successful Incentive Schemes

Sales Tips and Techniques - Why Are Customer Satisfaction Surveys Important?

Fred Sarkari — Mon, 17 Dec 2007 01:10:11 GMT

Sales Tips and Techniques - Why Are Customer Satisfaction Surveys Important?

Sales Tips and Techniques - Evaluate Your Customer’s True Potential

Don Crossley — Mon, 17 Dec 2007 01:07:59 GMT

Sales Tips and Techniques - Evaluate Your Customer’s True Potential

Sales Tips and Techniques - Make the Customer an Obsession!

Brett Ruffell — Mon, 17 Dec 2007 01:01:07 GMT

Sales Tips and Techniques - Make the Customer an Obsession!

News Item - Are You Media Savvy?

Halina St. James — Mon, 17 Dec 2007 00:56:27 GMT

News Item - Are You Media Savvy?

SRC Offer of the Week - Think and Sell like a CEO

Anthony Parinello — Mon, 17 Dec 2007 00:53:39 GMT

SRC Offer of the Week - Think and Sell like a CEO

Special Offer of the week - Connect with Sales Professionals Across Canada

Lisa Brown — Mon, 17 Dec 2007 00:52:06 GMT

Special Offer of the week - Connect with Sales Professionals Across Canada

Sales Tips and Techniques - Q&A With The Sales Advisor

Louise Kursmark — Mon, 17 Dec 2007 00:50:18 GMT

Sales Tips and Techniques - Q&A With The Sales Advisor

Sales Tips and Techniques - Secret Evaluators Gaining In Popularity

Michael Shuster — Mon, 17 Dec 2007 00:47:59 GMT

Sales Tips and Techniques - Secret Evaluators Gaining In Popularity

Sales Tips and Techniques - Ask The Sales Advisor

Louise Kursmark — Mon, 17 Dec 2007 00:43:35 GMT

Sales Tips and Techniques - Ask The Sales Advisor

Sales Tips and Techniques - Best Practices in B2B Marketing

Brett Ruffell — Mon, 17 Dec 2007 00:38:42 GMT

Sales Tips and Techniques - Best Practices in B2B Marketing

SRC Offer of the Week - Add-On Selling

y Jim Domanski — Mon, 17 Dec 2007 00:34:36 GMT

SRC Offer of the Week - Add-On Selling

Sales Tips and Techniques - Redesigning the Sales Effort to Jumpstart Growth

Sylvie Bovet — Mon, 17 Dec 2007 00:32:25 GMT

Sales Tips and Techniques - Redesigning the Sales Effort to Jumpstart Growth

Sales Tips and Techniques - Tips For Hiring a Stand Up Comedian

Russell Roy — Mon, 17 Dec 2007 00:30:11 GMT

Sales Tips and Techniques - Tips For Hiring a Stand Up Comedian

Mastering the Complex Sale

Jeff Thull — Mon, 17 Dec 2007 00:29:57 GMT

Mastering the Complex Sale

Lead Retrieval Systems - do they work?

Barry Siskind — Mon, 17 Dec 2007 00:27:57 GMT

Lead Retrieval Systems - do they work?

Sales Tips and Techniques - How to Write Powerful Bullet Points

Dave Paradi — Mon, 17 Dec 2007 00:25:52 GMT

Sales Tips and Techniques - How to Write Powerful Bullet Points

How to Read Your Prospect Like a Book

John Boe — Mon, 17 Dec 2007 00:25:15 GMT

How to Read Your Prospect Like a Book

The Dos and Don'ts of Email

Christina Cavanagh — Mon, 17 Dec 2007 00:22:59 GMT

The Dos and Don'ts of Email

SRC Offer of the Week - Who Moved My Cheese?

y Spencer Johnson and Kenneth Blanchard — Mon, 17 Dec 2007 00:22:34 GMT

SRC Offer of the Week - Who Moved My Cheese?

Meetings can bleed energy-and money!

y Helen Wilkie — Mon, 17 Dec 2007 00:19:40 GMT

Meetings can bleed energy-and money!

Sales Tips and Techniques - Are You Busy . . . Or Productive?

y: Mason Duchatschek — Mon, 17 Dec 2007 00:07:09 GMT

Sales Tips and Techniques - Are You Busy . . . Or Productive?

Sales Tips and Techniques - Take the Chill Out of Cold Calling

: Mel Harding — Mon, 17 Dec 2007 00:04:04 GMT

Sales Tips and Techniques - Take the Chill Out of Cold Calling

Sales Tips and Techniques - Prospecting: It Separates the Best from the Rest

Paul Tindall — Mon, 17 Dec 2007 00:01:23 GMT

Sales Tips and Techniques - Prospecting: It Separates the Best from the Rest

Selling Conventionally in a Complex World

Jeff Thull — Mon, 17 Dec 2007 00:01:22 GMT

Selling Conventionally in a Complex World

Sales Tips and Techniques - Preaching to the converted

lleen Francis — Sun, 16 Dec 2007 23:58:57 GMT

Sales Tips and Techniques - Preaching to the converted

SRC Offer of the Week - Attracting & Rewarding Outstanding Employees

y David Rye — Sun, 16 Dec 2007 23:55:57 GMT

SRC Offer of the Week - Attracting & Rewarding Outstanding Employees

Book Preview - Buyer-Approved Selling

Michael Schell — Sun, 16 Dec 2007 23:55:34 GMT

Book Preview - Buyer-Approved Selling

Sales Tips and Techniques - The Real Benefit of Trade Shows

Barry Siskind — Sun, 16 Dec 2007 23:42:12 GMT

Sales Tips and Techniques - The Real Benefit of Trade Shows

Sales Tips and Techniques - Interruptions

y: Peggy Morrow — Sun, 16 Dec 2007 23:38:18 GMT

Sales Tips and Techniques - Interruptions

Sales Tips and Techniques - Successful Managers

Peter S. Taylor, CHRP — Sun, 16 Dec 2007 23:33:36 GMT

Sales Tips and Techniques - Successful Managers

SRC Offer of the Week - Secrets of Question-Based Selling

Thomas A. Freese — Sun, 16 Dec 2007 23:28:06 GMT

SRC Offer of the Week - Secrets of Question-Based Selling

Sales Pitch—or Selling Conversation?

Helen Wilkie — Sun, 16 Dec 2007 23:22:21 GMT

Sales Pitch—or Selling Conversation?

Service Tips and Techniques - Top Ten Telephone Basics

: Shep Hyken — Sun, 16 Dec 2007 23:14:42 GMT

Service Tips and Techniques - Top Ten Telephone Basics

The Intrigue Syndrome

Jim Domanski — Sun, 16 Dec 2007 07:50:40 GMT

The Intrigue Syndrome Getting a Response to Your Voice Mail

Secrets of the Top 10% - Part I: Love What You Do

Colleen Francis, CSP — Sun, 16 Dec 2007 07:47:40 GMT

Secrets of the Top 10%

Less is More: Quick Selling Tips

Martin Wales — Sun, 16 Dec 2007 07:47:04 GMT

Less is More: Quick Selling Tips

The High Cost of Poor Negotiating

Michael E.Sloopka and Julie M.Bradshaw — Sun, 16 Dec 2007 07:45:00 GMT

The High Cost of Poor Negotiating

Ask the Sales Coach Q & A with Colleen Francis, CSP Expanding and Clarifying Questions

Colleen Francis, CSP — Sun, 16 Dec 2007 07:43:33 GMT

Q & A with Colleen Francis, CSP Expanding and Clarifying Questions

Secrets of Supersellers Part 2

Derrick Pick — Sun, 16 Dec 2007 07:39:16 GMT

Secrets of Supersellers Part 2

Conquering the Fear of Closing

Brian Jeffrey, CSP — Sun, 16 Dec 2007 07:38:02 GMT

Conquering the Fear of Closing

CustomerCentric Selling™

Michael Bosworth and John Holland — Sun, 16 Dec 2007 07:36:17 GMT

CustomerCentric Selling™

Be A Doctor of Selling

Brian Tracy — Sun, 16 Dec 2007 07:35:39 GMT

Be A Doctor of Selling

Questions, questions, questions

rry Siskind — Sun, 16 Dec 2007 07:33:53 GMT

Questions, questions, questions

The Power of Follow Up

Kelley Robertson — Sun, 16 Dec 2007 07:32:23 GMT

The Power of Follow Up

Bottom-Line Based Selling "Revenues are Vanity, Profits are Sanity, Cash Flow is Reality"

Brett Ruffell — Sun, 16 Dec 2007 07:31:38 GMT

Bottom-Line Based Selling "Revenues are Vanity, Profits are Sanity, Cash Flow is Reality"

Getting the Newbie Up to Speed

Brian Jeffrey, CSP — Sun, 16 Dec 2007 07:28:36 GMT

Getting the Newbie Up to Speed

Voice Power

Lynda Goldman — Sun, 16 Dec 2007 07:28:29 GMT

Voice Power

Are Your Collateral Materials Doing More Harm Than Good?

Keith Rosen, MCC — Sun, 16 Dec 2007 07:23:11 GMT

Are Your Collateral Materials Doing More Harm Than Good?

The Key to Successful Recruiting

John Boe — Sun, 16 Dec 2007 07:22:35 GMT

The Key to Successful Recruiting

Killing the Sale: The 10 Fatal Mistakes Salespeople Make and How You Can Avoid Them

Todd Duncan — Sun, 16 Dec 2007 07:20:03 GMT

Killing the Sale: The 10 Fatal Mistakes Salespeople Make and How You Can Avoid Them

Cross-Selling Takes Teamwork

John Boe — Sun, 16 Dec 2007 07:17:26 GMT

Cross-Selling Takes Teamwork

Secrets of Supersellers

Derrick Pick — Sun, 16 Dec 2007 07:14:16 GMT

Secrets of Supersellers

Fishing for Whales: Identify top sales performers

Jeremy Miller — Sun, 16 Dec 2007 07:13:17 GMT

Fishing for Whales: Identify top sales performers

Top 7 Reasons People Burnout

: Marcia Reynolds — Sun, 16 Dec 2007 07:09:38 GMT

Top 7 Reasons People Burnout

Pop the Question

Colleen Francis, CSP — Sun, 16 Dec 2007 07:09:20 GMT

Pop the Question

Attracting New Business on a Shoestring Budget

Kelley Robertson — Sun, 16 Dec 2007 07:06:12 GMT

Attracting New Business on a Shoestring Budget

Don’t Talk Yourself Out of the Sale

Roy Chitwood — Sun, 16 Dec 2007 07:05:50 GMT

Don’t Talk Yourself Out of the Sale

10 Tips on Impromptu Speaking

y George Torok — Sun, 16 Dec 2007 06:59:32 GMT

10 Tips on Impromptu Speaking

Who Stole My Customer? Winning Strategies for Creating and Sustaining Customer Loyalty

Harvey Thompson — Sun, 16 Dec 2007 06:54:52 GMT

Who Stole My Customer? Winning Strategies for Creating and Sustaining Customer Loyalty

Different Strokes for Different Folks

John Boe — Sun, 16 Dec 2007 06:50:43 GMT

Different Strokes for Different Folks

Not Enough Fresh Sales Leads? - "Sales is the New Marketing"

Martin Wales — Sun, 16 Dec 2007 06:40:48 GMT

Not Enough Fresh Sales Leads? - "Sales is the New Marketing"

Creative Cold Calling

: Jim DeSena — Sun, 16 Dec 2007 06:36:51 GMT

Creative Cold Calling

Mind your manners…Airplane etiquette 101: 'To recline or not to recline?

rriet Baskas — Sun, 16 Dec 2007 06:34:30 GMT

Mind your manners…Airplane etiquette 101: 'To recline or not to recline?

Build a Sales Team your Customers Love to Buy From

Colleen Francis — Sun, 16 Dec 2007 06:30:22 GMT

Build a Sales Team your Customers Love to Buy From

An Email Evolution

RISTINA CAVANAGH — Sun, 16 Dec 2007 05:34:15 GMT

An Email Evolution

Ten Tips For Mastering The Complex Sale

Jeff Thull — Sun, 16 Dec 2007 05:31:53 GMT

Ten Tips For Mastering The Complex Sale

The Fine Line Between Persistence and Over-Persistence

COLLEEN FRANCIS — Sun, 16 Dec 2007 05:19:08 GMT

The Fine Line Between Persistence and Over-Persistence

Secrets of Supersellers

Derrick Pick — Sat, 15 Dec 2007 11:01:58 GMT

Secrets of Supersellers

Finding Time When You’re Overwhelmed

Rita Emmett — Sat, 15 Dec 2007 10:59:44 GMT

Finding Time When You’re Overwhelmed

The Hidden Costs of PowerPoint Sales Presentations

Dave Paradi, MBA — Sat, 15 Dec 2007 10:57:28 GMT

The Hidden Costs of PowerPoint Sales Presentations

Add On Selling with E-Mail : How to Leverage What Ya Got

Jim Domanski — Sat, 15 Dec 2007 10:51:45 GMT

Add On Selling with E-Mail : How to Leverage What Ya Got

Five Tips for Increasing Your Net Worth Through Networking

Sam Deep and Lyle Sussman — Sat, 15 Dec 2007 10:35:59 GMT

Five Tips for Increasing Your Net Worth Through Networking

Understanding Cross-Cultural Issues Increases Profits

Mia Doucet — Sat, 15 Dec 2007 10:33:27 GMT

Understanding Cross-Cultural Issues Increases Profits

6 Powerful Prospecting Tips

John Boe — Sat, 15 Dec 2007 10:28:36 GMT

6 Powerful Prospecting Tips

The Six Laws of Effortless Networking

Keith Rosen, MCC — Sat, 15 Dec 2007 08:38:08 GMT

The Six Laws of Effortless Networking

6 for 2006: Resolutions for Sales Professionals

Robert Kowal — Sat, 15 Dec 2007 08:28:45 GMT

6 for 2006: Resolutions for Sales Professionals

Tips and Techniques Crushing Price Objections Is a Battle of Wills

Tom Reilly — Sat, 15 Dec 2007 08:23:14 GMT

Crushing Price Objections Is a Battle of Wills

Are Your Salespeople Caving in Under Price Pressure? Four Ways to Stop Margin Erosion at the Point of Sale

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 08:11:08 GMT

Are Your Salespeople Caving in Under Price Pressure?

3 Steps to clarifying where you need to get better

Tom Stoyan, Canada’s Sales Coach — Sat, 15 Dec 2007 08:06:36 GMT

You know professional development is important, but with all the news journals, trade magazines and business newsletters available to you where do you start? The following is a three-step plan that keeps me in good graces with my clients, ahead of my competition and interested in my work.

Turning Trade Show Visitors into Qualified Leads

Barry Siskind — Sat, 15 Dec 2007 08:04:31 GMT

Turning Trade Show Visitors into Qualified Leads

Making the most out of each outside sales call

ROY CHITWOOD — Sat, 15 Dec 2007 08:01:00 GMT

To achieve consistent sales success, you must first set objectives and then focus on achieving those goals for every sales call you make. Sales calls with no clear-cut objectives waste both your time and your company's money.

Myths of Sales Management: The Entrepreneurial Salesperson

Dave Kahle — Sat, 15 Dec 2007 07:56:50 GMT

I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell them they are in business for themselves, free to develop the customers they chose with the products they wanted.

The seven steps needed to make your next sale

Roy Chitwood — Sat, 15 Dec 2007 07:51:04 GMT

The seven steps needed to make your next sale

Tips and Techniques - I Want a Raise!

y Peter Barron Stark — Sat, 15 Dec 2007 07:50:49 GMT

Tips and Techniques - I Want a Raise!

Balancing the Scales

Kelley Robertson — Sat, 15 Dec 2007 07:44:30 GMT

If you’re like most people you are probably working harder and longer than you used to. As a result, finding balance in today’s fast-paced world is more difficult than ever before. Yet, a healthy balance has also never been more important.

Are You in Danger of Losing Your Salespeople?

Brian Jeffrey, CSP — Sat, 15 Dec 2007 07:35:54 GMT

Are You in Danger of Losing Your Salespeople?

The Best Kept Secret of the Selling World

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 07:29:56 GMT

The Best Kept Secret of the Selling World

Everything Starts With a Conversation

Michel Neray — Sat, 15 Dec 2007 05:48:51 GMT

Everything Starts With a Conversation

Communication is the Key With Overworked Staff

Colleen Clarke — Sat, 15 Dec 2007 03:30:11 GMT

Communication is the Key With Overworked Staff

Make Your Booth Presentations Effective

Barry Siskind — Sat, 15 Dec 2007 03:28:15 GMT

Make Your Booth Presentations Effective

How to Create a Value Added Sales Culture

Tom Reilly — Sat, 15 Dec 2007 03:26:24 GMT

How to Create a Value Added Sales Culture

Your Sales Methodology: Retain It, Repair It, or Replace It

Dave Stein, CEO, ES Research Group-The Sales Training Authority ™ — Sat, 15 Dec 2007 03:24:12 GMT

Your Sales Methodology: Retain It, Repair It, or Replace It

Closed-Ended Questions - How to use a specific type of question to get a definite answer

Brian Tracy — Sat, 15 Dec 2007 03:21:10 GMT

Closed-Ended Questions - How to use a specific type of question to get a definite answer

7 Common Sales Challenges that Prevent Executive Level Access

Jeff Thull — Sat, 15 Dec 2007 03:18:03 GMT

7 Common Sales Challenges that Prevent Executive Level Access

The Impact Statement Builder

Richard Peterson — Sat, 15 Dec 2007 03:15:39 GMT

The Impact Statement Builder

Nine Steps for Moving Bad Salespeople up . . . or Out

Steve Johnson — Sat, 15 Dec 2007 03:13:41 GMT

Nine Steps for Moving Bad Salespeople up . . . or Out

3 Sales Leadership Challenges that Prevent Sales Force Success

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 03:10:18 GMT

3 Sales Leadership Challenges that Prevent Sales Force Success

The Power of One

Kelley Robertson — Sat, 15 Dec 2007 03:05:16 GMT

The Power of One

How to Profit From Networking

Kelley Robertson — Sat, 15 Dec 2007 03:01:35 GMT

How to Profit From Networking

Time management is key to sales success

Roy Chitwood — Sat, 15 Dec 2007 02:58:59 GMT

Time management is key to sales success

Do Your Proposals Smell Like Boilerplate?

Tom Sant — Sat, 15 Dec 2007 02:56:32 GMT

Do Your Proposals Smell Like Boilerplate?

The Accountable Sales Manager

Marcus Miller — Sat, 15 Dec 2007 02:53:25 GMT

The Accountable Sales Manager

Six Powerful Prospecting Tips

John Boe — Sat, 15 Dec 2007 02:49:33 GMT

Six Powerful Prospecting Tips

Marrying Sales and Marketing

Roy Chitwood — Sat, 15 Dec 2007 02:46:35 GMT

Marrying Sales and Marketing

Build Marketing Relationships

George Torok — Sat, 15 Dec 2007 02:43:03 GMT

Build Marketing Relationships

"What If I Could..Would You..?"

Kelley Robertson — Sat, 15 Dec 2007 02:36:43 GMT

"What If I Could..Would You..?"

Failing to Confront Reality

Don Linder — Sat, 15 Dec 2007 02:34:12 GMT

Failing to Confront Reality

Sales Through Storytelling: Story Tell, Story Sell!

Craig Harrison — Sat, 15 Dec 2007 02:32:30 GMT

Sales Through Storytelling: Story Tell, Story Sell!

Time Management…The Cornerstone of Effective Selling

ul Kidston, MBA, CSP, P.Mgr. — Sat, 15 Dec 2007 02:30:16 GMT

Time Management…The Cornerstone of Effective Selling

Stop Creating The Objections that Kill Your Sales!

Keith Rosen, MCC — Sat, 15 Dec 2007 02:28:33 GMT

Stop Creating The Objections that Kill Your Sales!

The Power of Trust

n Chisholm, CSP — Sat, 15 Dec 2007 02:25:00 GMT

The Power of Trust

Techniques for professionally ending a booth conversation

Barry Siskind — Sat, 15 Dec 2007 02:22:32 GMT

Techniques for professionally ending a booth conversation

Sales Management and Leadership – They aren’t the same!

William J. Truax — Sat, 15 Dec 2007 02:19:37 GMT

Sales Management and Leadership – They aren’t the same!

Stand Up – and Stand Out 12 Ways to Get Your Prospects to Call You Back

COLLEEN FRANCIS, CSP — Sat, 15 Dec 2007 02:17:01 GMT

Stand Up – and Stand Out 12 Ways to Get Your Prospects to Call You Back

My Sales Manager Runs Around Like His Pants Are on Fire

Marcus Miller — Sat, 15 Dec 2007 02:14:06 GMT

My Sales Manager Runs Around Like His Pants Are on Fire

Beyond the Elevator Pitch: A High Credibility Conversation

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 02:12:05 GMT

Beyond the Elevator Pitch: A High Credibility Conversation

The Four Cornerstones of Effective Sales Compensation

Greg Blysniuk — Sat, 15 Dec 2007 02:09:23 GMT

The Four Cornerstones of Effective Sales Compensation

8 Tips that will Increase Your Sales Referral Ratio

Jeff Hardesty — Sat, 15 Dec 2007 02:04:10 GMT

8 Tips that will Increase Your Sales Referral Ratio

Why Not You?

Ken Chisholm, CSP — Sat, 15 Dec 2007 01:49:57 GMT

Why Not You?

The Top Five Radical Resolutions To Create Your Best Year Yet!

Keith Rosen, MCC — Sat, 15 Dec 2007 01:47:16 GMT

The Top Five Radical Resolutions To Create Your Best Year Yet!

Lessons Learned for 2006

Ally Motz — Sat, 15 Dec 2007 01:43:52 GMT

Lessons Learned for 2006

Seven Lessons to Learn from Great Salespeople

Kevin Eikenberry — Sat, 15 Dec 2007 01:41:11 GMT

Seven Lessons to Learn from Great Salespeople

The Three Essential Factors of Recognition How to identify what’s missing so you can give people recognition

Roy Saunderson — Sat, 15 Dec 2007 01:34:24 GMT

How to identify what’s missing so you can give people recognition

When Sales Is A Passion

Tom Reilly, author of Value-Added Selling (McGraw-Hill, 2003) — Sat, 15 Dec 2007 01:29:47 GMT

When Sales Is A Passion

Motivation and Incentives Maintaining a Positive Attitude

Brian Tracy — Sat, 15 Dec 2007 01:27:29 GMT

Motivation and Incentives Maintaining a Positive Attitude

Sales Management Transcendent Unique Selling Propositions

Pete Savage — Sat, 15 Dec 2007 01:22:49 GMT

Sales Management Transcendent Unique Selling Propositions

3 Ways to Increase Your Exposure and Credibility

Terri Roulette McCartney — Sat, 15 Dec 2007 01:19:35 GMT

3 Ways to Increase Your Exposure and Credibility

How Does Your Compensation Plan Stack Up?

Colleen Francis, CSP — Sat, 15 Dec 2007 01:16:09 GMT

How Does Your Compensation Plan Stack Up?

Want to Destroy a Great Business Relationship and Your Reputation in the Marketplace? Negotiate Poorly

Brian Dietmeyer — Sat, 15 Dec 2007 01:13:01 GMT

Want to Destroy a Great Business Relationship and Your Reputation in the Marketplace? Negotiate Poorly

Client-Centered vs. Self-Centered Proposals - A Quiz

Tom Sant — Sat, 15 Dec 2007 01:07:33 GMT

Client-Centered vs. Self-Centered Proposals - A Quiz

The Barf Factor

Kelley Robertson — Sat, 15 Dec 2007 01:04:28 GMT

The Barf Factor

Secure Travel Tips for Mobile Workers

Claudiu Popa, CISSP, CISA — Sat, 15 Dec 2007 01:00:54 GMT

Secure Travel Tips for Mobile Workers

Do you Need a Full Scale CRM Software?

James Wong — Sat, 15 Dec 2007 00:57:46 GMT

Do you Need a Full Scale CRM Software?

Four Golden Rules of E-Mail Marketing

Mike Ferranti — Sat, 15 Dec 2007 00:54:24 GMT

Four Golden Rules of E-Mail Marketing

How to Time Negotiation to Win the Deal

Brian Dietmeyer — Sat, 15 Dec 2007 00:51:14 GMT

How to Time Negotiation to Win the Deal

Measure Your Success one Step at a Time

Tom Reilly — Sat, 15 Dec 2007 00:48:18 GMT

Measure Your Success one Step at a Time

Need a powerful competitive immunity booster? Try presentations

Mark Shonka and Dan Kosch — Sat, 15 Dec 2007 00:44:52 GMT

Need a powerful competitive immunity booster? Try presentations

When Good Referrals Turn Bad

Keith Rosen — Sat, 15 Dec 2007 00:37:29 GMT

When Good Referrals Turn Bad

Turning Indecisive Prospects Into Satisfied Customers

Ritchie Hale — Sat, 15 Dec 2007 00:31:26 GMT

Turning Indecisive Prospects Into Satisfied Customers

The six people you are likely to meet at a trade show

Barry Siskind — Sat, 15 Dec 2007 00:08:43 GMT

The six people you are likely to meet at a trade show

5 Facts That Will Have Your Re-Writing Your Web site in A Hurry

Aran Kay — Sat, 15 Dec 2007 00:03:20 GMT

5 Facts That Will Have Your Re-Writing Your Web site in A Hurry

Why the Bottom Line Isn’t - Four true stories

Colleen Francis — Fri, 14 Dec 2007 23:59:29 GMT

Why the Bottom Line Isn’t - Four true stories

Counter-Intuitive Thinking…Counter-Intuitive Action!

Bill Byron Concevitch — Fri, 14 Dec 2007 23:54:53 GMT

Counter-Intuitive Thinking…Counter-Intuitive Action!

Are Your Negotiation Techniques Sabotaging Your Business Relationships?

Brian Dietmeyer — Fri, 14 Dec 2007 23:47:12 GMT

Are Your Negotiation Techniques Sabotaging Your Business Relationships?

References: Are you prepared to show your hand?

urce: CPSA's Sales Resource Centre — Fri, 14 Dec 2007 23:40:40 GMT

References: Are you prepared to show your hand?

Avoiding Six Common Sales Mistakes

Paul Cherry — Fri, 14 Dec 2007 23:32:42 GMT

Avoiding Six Common Sales Mistakes

Be an Order Maker, Not an Order Taker!

Tom Reilly — Fri, 14 Dec 2007 23:29:01 GMT

Be an Order Maker, Not an Order Taker!

Wield Your Presentation Power: How to Deliver the Best

Mark Shonka and Dan Kosch — Fri, 14 Dec 2007 23:23:02 GMT

Wield Your Presentation Power: How to Deliver the Best

How NOT To Handle a Cold Call

Kelley Robertson — Fri, 14 Dec 2007 23:13:17 GMT

How NOT To Handle a Cold Call

Sales Standards for Better Sales Results

Bryan Feller — Fri, 14 Dec 2007 23:08:38 GMT

Sales Standards for Better Sales Results

Become a More Organized Person

Mitch Johnson — Fri, 14 Dec 2007 23:02:26 GMT

Become a More Organized Person

Manipulation is Not a Cold Calling Strategy

Jeremy Miller — Fri, 14 Dec 2007 22:56:52 GMT

Manipulation is Not a Cold Calling Strategy

Focus on your most important investment - your time

Colleen Francis — Fri, 14 Dec 2007 22:48:56 GMT

Focus on your most important investment - your time

Avoid the “What if?” Approach to Selling

Kelley Robertson — Fri, 14 Dec 2007 22:37:01 GMT

Avoid the “What if?” Approach to Selling

Be a Successful Sales Manager—Not a Super Seller

Graham Yemm — Fri, 14 Dec 2007 22:32:12 GMT

Be a Successful Sales Manager—Not a Super Seller

Cross-Selling Takes Teamwork

John Boe — Fri, 14 Dec 2007 22:28:00 GMT

Cross-Selling Takes Teamwork

Sales Standards for Better Sales Results

Bryan Feller — Fri, 14 Dec 2007 22:22:44 GMT

Sales Standards for Better Sales Results

Four Ways to Redefine Sales

Daniel Burrus — Fri, 14 Dec 2007 22:14:18 GMT

Four Ways to Redefine Sales

Does Your Business Need a Boost? Blogs and Podcasts May Be Your Answer

Peter Koeppel — Fri, 14 Dec 2007 22:06:46 GMT

Blogs and Podcasts May Be Your Answer

To Slide or Not To Slide: Myths about Sales Presentations

Colleen Francis — Fri, 14 Dec 2007 22:00:12 GMT

Myths about Sales Presentations

Fueling the Engine of Sales Success: Five Keys to Sustainable Self-motivation

David McNally — Fri, 14 Dec 2007 12:26:15 GMT

Five Keys to Sustainable Self-motivation

To Slide or Not To Slide: Myths about Sales Presentations

Colleen Francis — Fri, 14 Dec 2007 12:16:24 GMT

Myths about Sales Presentations

Bite Your Tongue

Kelly Robertson — Fri, 14 Dec 2007 11:06:37 GMT

Most people don’t realize that silence is a powerful negotiating tool.

Inside Sales – Are They Selling or Sitting?

Frank Foster, CSP — Wed, 12 Dec 2007 17:00:16 GMT

Almost every business I work with is facing a new challenge: inside salespeople are becoming more and more involved in the selling process not just the order processing process.

Sales Techniques to STOP Using If You Want to Sell More

T. Falcon Napier — Wed, 12 Dec 2007 16:56:30 GMT

The differences between top sales professionals and the rest of the crowd isn't just about what they do, it's about what they don't do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we explore one common mistake sales professionals make:

Coaching Skills for Managers

Betska K-Burr — Wed, 12 Dec 2007 16:51:36 GMT

How would your career benefit if you were able to coach your sales professionals to overcome all of their roadblocks to selling? Unconstructive sales patterns such as “I don’t like making cold calls” or “I can never seem to make my sales targets.” would disappear and be replaced by positive patterns.

Writing Tips to Avoid Career Disaster

Julie Miller — Wed, 12 Dec 2007 16:46:57 GMT

In today’s information-crazed, e-mail driven global economy, how you use this powerful, immediate, and addictive tool can mean the difference between market leadership and upward mobility or business and career disaster.

Do You Have a Selling System?

David Kahle — Wed, 12 Dec 2007 16:39:41 GMT

"I have my own style of selling."

Selling to Executives: Getting in and Earning the Keys to the Elevator

Jeff Thull — Thu, 01 Nov 2007 15:52:47 GMT

Salespeople say, “Executives won’t pay attention. They’re indifferent and won’t take the time to see us.” Executives say, “Salespeople all sound the same..."