Like most things that aren't a hard science that can be broken down into mathematics, selling has gathered a lot of myths around itself. These myths are often a combination of what appears to be common sense, anecdotal true statements, or just plain lies that are...

Sales managers have all seen this: a new or experienced sales rep who's got everything it takes to be a top performer - maybe he or she even has been one - but the numbers just aren't there anymore. You're starting to wonder if maybe that new hire left the former job...

Quite often, sales people fall into a sort of rut and most often, that rut is defined by the fall-flat sales questions they'll open a conversation with. These questions create a groan as a response, though to be polite a person may not outwardly do so. Here are seven...

Corporate decision makers are the target of any sales team aiming to get into a medium- or enterprise-level business. They are generally experienced, savvy, and hard-to-sell gatekeepers to the target corporation's business. Knowing a few things about them can help any...

One of the maxims always heard in business school is "change is good." Change is often good, but only if change is really necessary. To paraphrase Ron White, why do you need change if the machine takes bills? In other words if things are working just fine the way they...

Consumer indications are that our current economic climate is going to be here for some time, with growth happening only slowly as the economies of North America slowly rebuild. Because of this, sales managers and offices are being asked to do more with less, to...