In a tough sales environment there’s a tendency to throw more of the same procedure at a problem. Sales teams are urged to increase their prospect lists and

It’s time that CEOs focus on sales strategy and effectiveness. These questions require serious consideration. My colleagues and I are in the process of surveying about 50 CEOs of

Are you sure that you’re providing the value your customers bought into? Even if your answer is an emphatic yes, you might want to take a closer look

Sales people love to complain about the competition. Unfortunately, complaining doesn’t do us any good. A better approach is to create a system to learn about the competition.

I call it FIP. Fine in the Past. It refers to all the sales and marketing efforts, ideas, policies, principles, techniques, and strategies that worked well in the

If you're paying your sales reps straight commission, you're using an obsolete formula. If you're paying your sales reps a straight salary, you're also using an obsolete formula. Both

"I have my own style of selling." That is a remark I have heard a number of times at sales training seminars, usually from relatively inexperienced salespeople. What

I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight