Author: Salesguru

Business owners need to empower their sales force to make it rain without them by training staff to function in their manager’s absence, says Mark Keating, CEO of SalesGuru The secret is to build a team of individuals that can manage

“If you have to look the meaning of a word up … don’t use it.” - Stephen King   Pick up any corporate brochure today and the chances are you will have stumbled across what is the paper-based equivalent of a

How much do you know about the calls you make before you make them? Do you have a well rehearsed script flowing through your head or are you busking it from the moment you pick up the phone?   What are you

A first date is a complex thing.  It can be make or break time after which the object of your affection will either choose to see you again, or refuse to return your phone calls. In that way it is

A white lie here, a fib there… Just how honest is your prospect being with you? We uncovered the top 5 lies favoured by your prospect. They’re naughty, but here’s how to play the lying game the professional way

I was out to dinner a few months back with a couple of guests, when the waitress came over to our table as she had done diligently all night and asked completely the wrong question: “How did you enjoy your meal?” We

The number one excuse I continue to hear from sales people for not prospecting enough continues to be “fear of rejection”.  Am I missing something here? You have chosen to be in sales and you have chosen the rejection business!

The eagle that lived with chickens. An eagle nest, high in the mountains, with four eggs inside was rocked one day by a high wind, causing one of the eggs to fall out, land on the ground and roll down to

For most sales to be successful, it’s necessary for the salesperson to exert some influence on the timeline. There are those sales that fly in through the window unexpectedly of course, and those that turn up three months after you’ve

Anthony Iannarino from www.thesalesblog.com   I started writing a daily blog on December 28th, 2009. Shortly thereafter, I noticed a group of people converting the idea of “social media marketing” into “social selling” suggesting salespeople spend their time on Twitter and LinkedIn instead