Ask sales managers what they look for in a salesperson and inevitably one of the top three responses is some variation of enthusiasm, passion, or

By the time two parties to a negotiation are sitting across the table from each other, the negotiation may already be over. If you didn’t

Every week, someone asks me (at least once) about a specific situation a woman has had in the workplace – usually on a sales team

When it comes to mastering the art of sales, sometimes it can be more important to understand what not to do when trying to get

There are, of course, right ways and wrong ways to respond to buyer objections. This blog post doesn’t go into that. Instead, this post focuses

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is

The world of sales is moving so rapidly it is hard to keep up. And, with the average 18-month turnover of sales leaders, it is

The 48-Hour Rule™ Did you know that your prospects and customers are evaluating you (and your organization) with every interaction? They’re asking themselves the following

Every sales training program and book about increasing sales offers a sales process. These step-by-step processes help sellers to orient themselves and move through a