Sales trainers will often tout the big reasons that you should and will profit by conducting sales training. It's true that it increases your sales force's effectiveness on many levels and good sales training can take a marginal sales team and turn them into a...

Sales, like any other field, is fraught with mythology and misconceptions. Some of these beliefs are perpetuated by anecdotes. Most are just stories that have an unusually strong "sticky" factor. They just won't go away. Here are the most common small business sales...

Nearly all sales, be they retail, commercial, or personal, hinge in large part on respect. If a client, customer, or prospect has little respect for your sales person, your business, or your products, that person is almost assuredly not to be a client, customer or...

Social media tools like Facebook and Twitter can be powerful allies in the sales person's arsenal. The trouble here is context. Many over- or under-emphasize the importance and usefulness of social media in sales today. Not using them is worse than using them badly,...

Sales forces are familiar with the concept of "Sales 2.0" - like most "2.0" monikers, it refers to the online sales paradigm and integrating that with standard, face-to-face or phone sales to create a mostly seamless sales regimen that spans the customer base both...

In today's business climate, businesses need two things to get ahead: great (quality) products or services and a knowledgeable, motivated sales force to promote them. To be honest, those things haven't changed since the dawn of business, but today they are more...