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How to sell more, better and faster: It's what keeps salespeople awake at night, no matter what they sell. And in an economy that's still soft around the edges, selling [...]

Some entrepreneurs love to take matters into their own hands when it comes to selling face-to-face. Others choose to delegate selling authority--and in so doing, they cheat their businesses out [...]

Own a small business, and like it or not, you're in sales - whether your background is in engineering, child care or landscaping. The trouble is, 'many entrepreneurs resist seeing [...]

You've been growing your company, and it's generating a pretty healthy profit. Your staff of salespeople is doing a good job, leaving you free to run the business. But now [...]

There's a malady that often strikes business owners around their fifth year of operation. They divert their attention from drumming up new business. They figure 'Hey, now that I know [...]

How does an up-and-coming entrepreneur turn a trend-setting business into a fleeting fad? By not getting smart about his or her product. Stay with me on this. In the December [...]

Excerpted from 203 Ways to Be Supremely Successful in the New World of Selling How can [you] cope with today's marketplace, in which erratic conditions are - and will continue [...]

Until a prospect reveals the truth about what he or she is thinking during the sales process, no salesperson--no matter how good--can move in the direction of closing the sale. [...]

There isn't a salesperson alive who hasn't experienced a sales slump. It could be because of an economic downturn or because the competition has a new product. It could be [...]

SALES SUCCESS: NEXT TIME YOU GO ON A SALES CALL, DON'T POCKET YOUR PERSONALITY AT THE DOOR. THINK BACK FOR A MOMENT TO YOUR greatest sales calls. What made them [...]

NO LUMBERJACK, BIG BLUE OX OR STEEL-DRIVING MAN PUSH ITS NUMBERS FROM $18 MILLION TO $50 MILLION HERE, BUT WOULD YOU SETTLE FOR A SALES TEAM THAT CAN IN ONLY [...]

YOU DON'T GET THE PERFECT SALESPERSON BY THROWING TOGETHER WHATEVER'S HANDY. LEAN IN CLOSE, AND WE'LL GIVE YOU A PEEK AT THE MANUAL. Look! It's a man! It's a woman! [...]

SALES SUCCESS: YOU DON'T NEED A SECRET PASSWORD TO GET THROUGH YOUR PROSPECTS' DOORS. ALL IT REALLY TAKES IS A GOOD STRATEGY. THERE'S SOMETHING ALL ENTREpreneurs have in common: They [...]

Sure, you can seal the deal, but is it worth the effort? Here's how to decide. 'Is it worth it?' That simple question is the 'to be or not to [...]

You don't want that sale to slip through your fingers, do you? Then put some panache into your presentation. Sales calls come in as many shapes and sizes as there [...]

IT'S NOT ENOUGH JUST TO SELL ANYMORE. Now EVERY POTENTIAL CLIENT IS LOOKING FOR A FEW CREATIVE IDEAS TO GO WITH YOUR SALES PITCH. mOST OF US DON'T ASSOCIATE THE [...]

...and discover five traits the great ones share. What makes a great sales leader? There's no single, remarkable secret. In fact, great sales leaders are many things. Depending on the [...]

Be a steadfast prospector--and find a mountain of clients. From the very beginning of their careers, sales reps learn that if they play the numbers game, eventually they'll make the [...]

Don't call Ghostbusters; call a consultant. It's probably entered your mind - and left it almost as quickly. Sales are sluggish, quick fixes haven't worked, and you're not sure where, [...]

The methods of reducing the length of sales cycles and increasing the revenues of businesses are described.

Tips for entrepreneurs, on how to improve sales of company products by making customers feel passionate about the products, are presented.

YEARS AGO, I worked with a sales rep who had a great personality and a real knack for building relationships--outside of sales calls. As soon as he got in front [...]

ACCORDING TO an ancient Persian legend, the three princes of Serendip (from whom we get the term 'serendipity') were on a quest for knowledge and had an apparent aptitude for [...]

WOULDN'T IT BE GREAT IF EVERY prospective customer you had came right out and said 'Here's what's most important to my company--and here's what I need your product to do [...]

WOULD YOU KNOWINGLY ENDANGER the viability of your business? Not likely, but many entrepreneurs inadvertently risk financial life and limb by placing all their top accounts with just one great [...]

IF YOUR SALES ARE GREATLY IN NEED of an elixir, some sort of pick-me-up to boost production, one way to ramp up sales is to hire a rainmaker--a seasoned sales [...]

EVERY ACCOUNT DESERVES THE SAME attention and service, no matter its size. However, it can be more difficult to land a large account. The top decision-maker is often unavailable--at a [...]

THE CUSTOMER IS ALWAYS RIGHT. WE'VE heard that as a basic business truth since the beginning of business. And for the most part, it's true. But there are times when [...]

TRIUMPHING EVERY DAY IN SALES IS A game of inches. It's the little JL stuff that can either bury you or catapult you past the competition. One method for winning [...]

THE START OF A NEW YEAR IS THE PERFECT time to review and renew the foundations of selling. Successful salespeople understand that the 'fun' comes after the fundamentals; once you [...]

WHEN IT COMES TO COACH-ing your sales force, you musn't wander down Egalitarian Avenue--it's a corridor of dashed expectations and unmet challenges. Well-meaning entrepreneurs may be forgiven for thinking a [...]

RECENTLY, SOMEBODY ASKED ABOUT my early sales experience. When I was new to sales, one company gave me a card with questions reminding me of what to do before, during [...]

IN A PERFECT WORLD, NO ONE WOULD ever make a mistake. Fortunately, though, most people are willing to forgive human error. I've certainly made my own share of them. I [...]

ASK EMPLOYERS WHAT KIND OF PERSON they'd like to hire, and you'll hear some familiar phrases: 'A go-getter.' 'A self-starter.' 'Someone who can take the ball and run with it.' [...]

THE POOR WOMAN LOOKED stricken. She'd just hired on as a rep for a media company, confident with the assurances her interviewer had given her about the sales support she'd [...]

HAVE YOU EVER GIVEN THOUGHT to what the term 'follow-up' really means? How does 'anything that follows something else as a review or addition' sound? And what about that other [...]

THERE'S NOTHING LIKE A FIRST MEETing with a customer to get your nerves rattled. Here are four steps you can take so when that first meeting rolls around, you'll be [...]

I'M EVER AMAZED BY THE UNDIGNIFIED mien of many sales reps. Out of the hundreds I've met over the years, only about 10 percent have projected an image that inspired [...]

SECRETARY OF STATE COLIN POWELL once said, 'There are no secrets to success. Don't waste time looking for them. Success is the result of perfection, hard work, learning from failure, [...]

Is there a slacker on your sales team? It might be time to say goodbye. I've been putting off writing about the sensitive subject of terminating unproductive salespeople for a [...]

Focusing on small and midsize accounts provides safety net to going after bigger accounts, while looking for challenges and opportunities allows ideas from a sales business service to stand out from competitors. Details on dealing with top account officials and persistence on fighting to add value to an account are discussed.

Striking a perfect balance between profits, cash flow, and sales may not be the ideal strategy when raising funds and favoring one may offer more opportunities. ReachLocal Inc. focused first on sales and cash flow as co-founder and CEO Zorik Gordon wanted to build the top line. How profits improved at ReachLocal after focusing on sales and cash flow is discussed.

Giving something away for free is not good for business because it still costs the business money. Details on how businesspeople can manage their enterprise without having to give away freebies are discussed.

The methods adopted by the greeting card company MikWright Ltd. to sell their company's products are described.

The methods of using promotional offers to increase the web based sales of goods and services are described.

The strategies to be adopted by sales people, to enhance sales of their products and improve customer service, are discussed.

If word-of-mouth advertising isn't included in your marketing plan, it should be. That's the message of longtime pulpit-pounders on the subject Ben McConnell and Jackie Huba, authors of Creating Customer [...]

As the human resources manager for Spring Engineering and Manufacturing Corp. in Canton, Michigan, Kim Radeback had to find inexpensive ways to reward employees and bolster morale during a sales-flattening [...]

Getting your idea across can be difficult, but Steven Birchfield, founder and CEO of Automation Centre in Tucson, Arizona, would tell you to try drawing it out. After a conversation [...]