Yes, you read that right. In order to sell more, you need to be rejected more. While sales is certainly an asking business, it’s also a rejection business. Unfortunately for those who are afraid to ask and can’t handle rejection, sales

A big part of sales success is knowing your competition. Without that knowledge, you cannot expect to sell smartly against them. Knowing who they are is step one, but knowing what they do, how they act, and how you can

Are your salespeople competing against the right rivals? Forget your external competitors for a moment. The key to building a powerhouse of a sales team may depend a lot more on how they square off against one another internally. We know that

If you have never experienced this, you will. Generally, when you form a relationship, it will be with a person, not a whole organisation. And though you may be providing an ideal value and service to that organisation and making

Where would your sales be if minimal acceptable standards were adhered to?   A sales team is typically made up of a range of performers, from the stars who are always on their A-game and achieve targets, to fairly regular achievers, to

A recent study in the sales sphere found that 60% to 80% of referred leads buy. They buy an average of 23% more than cold prospects. They are also four times more likely to refer you to other leads so

Are your salespeople really responsible for their actions? What level of sales performance do you allow?  As a sales manager how often do you discuss and review targets and goals with your team? How much do you let your employees get away

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