The results of a recent survey of business leaders reports that 66.2 percent of respondents identified sales development as the greatest need for their organization in 2011. This survey was conducted ...

How well do you manage sales? Many construction companies give the responsibility of sales to their estimating department but building sales demands collaboration across departments. Don't be tricked ...

When you think of the sales process what comes to mind? Does it relate to a generic approach to sales or is it a clearly defined process for your business or industry? I have posed this question to ...

Like its predecessor, sales force automation, sales enablement aims to improve the effectiveness and efficiency of sales organizations. Sales effectiveness focuses on the "what," or determining the ...

Mandy owned a successful medical acupuncture clinic in southern California. She wanted to scale her business so invested time and money to increase the lead flow of prospective patients to her clinic.

Success in sales is not just about charisma or closing techniques—it’s about understanding the psychology of your customers and guiding them through a structured process. Build trust and listen ...

The sales process has died. It never should have been born. In a previous B2B sales role I was “taught” to follow a specific sales process. My manager and peers encouraged it because this was the way ...

On Tuesday, the Standards for Technology in Automotive Retail (STAR) announced the publication of what the organization believes is the first sales process standards API and multiple updates to the ...