“Summer breeze, makes me feel fine…" may be the lyrics of a 1972 Seals & Crofts’ tune, but this summer seems anything but fine. This summer, the economy is uncertain and people are anxious

“More than 50% of US college graduates, regardless of their majors, are likely to work in sales at some point," according to an article in the Harvard Business Review. Yet, how prepared are they to effectively communicate w...

Credibility gets you in the door. These days, as we rely even more heavily on virtual communication, it’s more essential than ever to have a solid, value-based credibility introduction

Technology is a boon to the sales profession. It helps automate, amplify, and accelerate

Prospecting is one of the most difficult tasks for sales professionals. It takes commitment and consistency – but, most of all, it takes patience

Are you finalizing plans for your company’s sales kickoff meeting? While your vision is likely to include inspiration, learning, recognition, and team building, often sales kickoff events don’t live up to expectations

What is in your power to control? As a sales representative, you may be stuck with a crappy territory or you may be waiting for R&D to release the latest product enhancements – neither are things you are able to change

Year-end is a stressful time for most of us in Sales. We’re racing to the finish line to try to meet – or hopefully exceed – our quota, and there are always variables that are beyond our control

There is a cause and effect relationship between developing your people and your sales results. Although this may seem like a common sense statement, too many companies ignore the connection or don’t act on it