Understanding your customer’s goals is critical to success in sales. If you don't know what the customers goals or needs are, you may be left...

Making prospective calls is always an important part of a sales reps’ agenda, but sometimes prospecting doesn't take as high of a priority as it...

Have you found yourself frustrated by customers who seem to be shopping for the lowest price?  Does the term “bottom feeder” sometimes feel...

One of my best salespersons recently approached me in frustration, saying, “I’m spending too much effort on things that don’t really matter and not...

A sales rep new to our company attended an intensive training program given by one of our primary vendors. He was very excited about what he had...

I was recently reminded of social media’s critical importance to marketing when asked by Vicara Books, the publisher of my latest book, how many...

Are customers missing your message? Here are four potential reasons why. Learn these and become better equipped to make that sale!

When a potential customer isn’t truly excited about the product you offer, perhaps they don’t realize their need and how your product will help them. What do you do?

Do failed meetings really mean the opportunity is dead? Check out three ideas to extend prospective sales calls and make new contacts in this weeks Art of Sales article.

Defining Excellence Successful Sales managers constantly search for measures of excellence for their sales professionals, keys to unlock their...