The pressure to make sales can result in salespeople trying to push their way to closure. This can alienate potential customers and actually hurt sales. The consultative approach takes longer, but it ...

In a recent post I suggested that job seekers need to ask the interviewer about the actual performance requirements of the open job and some of the key problems that need to addressed. This is a ...

A company’s success heavily depends on its sales teams’ ability to close deals. While the initial sales training companies offer is a great start, continuous investment in the development of employees ...

Sales success doesn’t come from a cookie-cutter approach. While generic training programs offer broad guidance, they often miss the mark when it comes to addressing the specific challenges your team ...

In the sports world, coaches and managers are evaluated on one metric: winning. In the corporate world, victories are just as important. For sales managers, it’s about winning deals and hitting quotas ...

You can have the best product or service in the world, but if you don't have the right people in place you will never get the business results you desire. Speaking at the recent NationaLease Sales ...