Research suggests that most social-media initiatives are owned by marketing, not sales. Yet salespeople have the most to gain from the emerging new discipline: social business. Yes, social business. Social media is designed for fun; social business is designed to create customers. While social media often leads to a waste of time, social business leads to more business. The big question is… READ THIS BLOG >

Craig Harrison, founder of Expressions of Excellence, suggests ways to help reps identify up-selling and cross-selling opportunities. READ MORE >

Dr. Wayne Dyer once said that in order to be good at selling, you have to first fall in love with what you do. "You don't sell your product, because every product in the world has some validity, and there is another product out there that will satisfy the customer's need just as well." What quality do successful salespeople have that others don't? According to Dyer, the answer is serenity. They work for the customer's quota, not the quota their companies set. They're always asking, "How can I serve you?" Whether making a presentation, following up with customers, prospecting, networking, or closing, the difference between…