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There are a lot of companies out there who have started incorporating sales territory mapping to list an individual salesperson's accounts. While this software is pretty cool, I think a ...

The primary buzzword in sales for the 21st century has been "consultative selling". This type of selling has been applied to everything from telesales to actual consultants. While I have ...

A pretty common sales question is the following: Can I increase my overall sales and grow gross profit margins at the same time? That question has perplexed almost every CEO, business ...

Thinking back about all the wonderful information and strategies that I have written about in my career, I decided I needed to take some time out to discuss the simpler ...

It is sort of a rule in the selling community to take your best salesperson and make this individual a sales manager. After all, if a salesperson is blowing away ...

Many times, when a customer is right on the edge of doing business with you, they might ask you to sharpen your "pencil" just a little. Especially if it is ...

Oh no, the most dreaded words we could possibly hear. "William, well I know I said I was going to go ahead with the order, but...I just feel like we ...

We have all had some really good meetings with prospective customers on the first appointment or sales call. Everything sounded great, we got good feedback from the prospect, and we ...

One of the most challenging duties you will face when working in sales is replacing lost business. Maybe you had a large customer that went out of business. Management changes ...

In the face of tougher competition, more demanding customers, shrinking margins and diminishing customer loyalty, sales organizations now more than ever need a clear and compelling vision that defines their ...

If you are in sales, you have to like the types of customers you will be doing business with on a regular basis. This sounds easy enough, but many people ...

Sarah Haynes was a top sales performer in her first position right out of college. In fact, she won every sales award there was to win in her first 3 ...

A lot of salespeople end up coming back to the office at the end of the day with their heads down. Stepping in front of their sales manager, they utter ...

Chances are your company already has testimonials on their products or services you represent. I can tell you first hand, this will do very little for your sales results if ...

About a year ago, I was in front of a large prospective target customer in my territory. This prospect ran a great business and was well regarded within their industry. ...