The door-to-door salesman getting his foot shut in the door is a well-worn cliché. And Arthur Miller’s play “Death of a Salesman,” which shows the depressing, even tragic, side... MORE
3 Effective Ways For You to Earn Trust
Earning your customer’s trust is an important part of the sales process. Like a leavening agent in bread, without this essential ingredient, the entire recipe for making sales is... MORE
Sales Pipeline Management: How To Unclog Your Sales Pipe
It’s not how many leads you get, but how many move smoothly through the pipeline that makes the difference.GO TO ARTICLE
5 Entrepreneurial Qualities that Make Great Salespeople
Because of unfortunate associations, a career in sales is unappealing to many young people, says Yoav Vilner in an article on Entrepreneur.com. To counter negative perceptions of sales, Vilner offers... MORE
10 Biggest Sales Mistakes and How to Avoid Them Like the Plague
We’ve all been guilty of at least one of these common sales mistakes. Here’s a list of the often unconscious behaviors that could be making customers walk away.GO TO ARTICLE
The Top 10 Most Common Sales Mistakes
To grow your sales skills, you need someone to point out what mistakes you’re making. Here’s one sales coach who doesn’t hold back.GO TO ARTICLE
Customers Buy For Their Own Reasons, Not the Salesperson’s
Once when I was leaving an organic foods convention, I spotted a doughnut stand vendor with a significant black eye. Bemused by his unlikely presence at the convention, I... MORE
We Just Bought from Your Competitor
Few things hurt more in business than hearing prospective clients say they just bought from your competitor — except maybe hearing it over and over again. There are two... MORE
Set Sales Compensation to Motivate Results
Payday for your sales staff can be a day of celebration, if the compensation plan is in alignment with performance objectives, says Lee Salz, contributor to The Business Journals.... MORE
Sales Compensation for Gen Y Workers
Members of Generation Y, defined as those born since the early 1980s, have earned a very specific workplace reputation. Some characteristics associated with Gen Y include a need for... MORE