According to a recent article by Jerry Stapleton on BizTimes.com, 80% of sales leaders are ineffective. Of the 80%, he says they fall into one of three categories: Hands-off... MORE

Sales managers often see top performers as a double edged sword—on one hand, they are highly valued employees who generate company revenue; on the other hand, they can drive... MORE

The performance of salespeople has been proven over time to be directly influenced by the quality of sales management. The trouble is, most managers have difficulty leading sales reps... MORE

Inside sales has evolved along with technology and societal shifts. Get yourself up to speed with this list of 10 FAQ’s from the modern salesperson.GO TO ARTICLE

Confidence is an intimate trait within every successful salesperson. It’s the unseen force that makes all the difference.GO TO ARTICLE

It may seem like good salespeople were just born that way, but if you look closely, the best ones are constantly honing their craft.GO TO ARTICLE

Managers naturally become frustrated and perplexed when salespeople fail to produce their expected numbers. Some managers attribute the salesperson’s inability to close deals to weak selling skills. However, in an article... MORE

I was speaking at a conference, and as is often the case, someone approached me later to discuss their business. I’ll call him “Tom…” mostly because that was his... MORE

Asking questions is an underpinning of successful selling. The notion – ask, listen, and then talk is a powerful principle in the science of successful selling. Asking questions is also... MORE