Sales and Marketing are two tightly intertwined concepts, and they should be treated as such. So one way to increase sales is to make your marketing work for you.

To often in this busy world we get mixed up in "What's in it for me?"  When it comes to good business, this is not the best attitude to have.

All sales people have thier ideas and tricks for the best times to getting a hold of their leads.

Sales Progress will be writing its 2nd book for managers and training leaders on specific methods to reinforce training and performance. The missing ingredient in any training program seems to be reinforcement. That is "How do we take the training and skill development to the Real World" without disrupting day to day work of employees?

As the market place becomes more competitive, the challenges of sales people are ever increasing.You can increase the amount of training, but who has the extra time and money for that?The key is to get the most out of the training you can afford.You could spend a million dollars for every rep’s training, but if they aren’t getting all they can out of it, it’s a wasted investment. There are..

A recent blog post by Seth Godin centered around the question, "What do you need me to do."  Seth went on to describe how detrimental to the sales process this question could be, he stated, "you should be offering solutions not asking for tasks."

I had lunch with one of may favorite clients last week, The Milwaukee brewers Baseball team. The sales managers and I discussed our goal for this upcoming year and we all agreed we need to stay focused on encouraging effort knowing results would come. Their sales team has evolved into a fantastic sales team whose passion for baseball and the profession of sales is unmatched. What made this lunch..

It's 4:00pm on Friday afternoon, and your having trouble keeping motivated till that time clock tells you, "It's the weekend, GO HOME".

Here is a link to a video on price objections but let me first make the following MAJOR point: Do NOT tell people what to do when coaching on how to handle a price objection, rather ask a rep "what do you specifically say when receiving such an objections" and REALLY listen. If the rep says "what I try to do ..." they have just illustrated they are shooting from the hip, are not prepared, and..