I did a presentation to a prospect a few weeks ago who is frustrated with his sales team not being able to close new business. During my probe of his particular challenges he said they conducted a “mystery shopper” test where a potential...

Most everyone understands the importance of making a good first impression during a sales call. However, fewer people are aware that what you say is a lot less important than how you look. Research indicates that when it comes to first impressions,...

Are you a sales representative for a small business that sells in the B2B environment, but doesn’t have the luxury of a strong brand, huge marketing budgets or a 100+ year history of success to label your company a “least-risk” vendor? If you...

I recently came across an article written by Toni Hankins in the September 2009 issue of Selling Power Magazine. The piece was titled Sixteen Ways to Survive a Recession and Build Your Sales. What at first sounded like such a negative title contained a...

I’m hearing, reading and getting more comments about companies not wanting to hire “older” salespeople. No one over 55 is desired for sales because the belief is that “they can’t keep up with the younger generations.” “They are a health...