Current Issue

Editorial

The Four Trends That Shape the World of Selling

Here are the four major trends impacting sales organizations today Read full article >

Features

Troubled Waters

Doctor Dominic DiMattia, a noted psychotherapist and business consultant, shares specific steps you can take to help your customers, your salespeople, and yourself calm economic fears. Read full article >

Mind Games

Consultant Pete Greider and clinical psychologist Dr. Steven Levinson explain how salespeople shoot themselves in the foot by failing to follow through with their positive plans for improvement. Read full article >

Love and Aggression

Sales and marketing professionals tend to use two seemingly opposing languages: One, the language of aggression, is rich in military analogies and appeals to fight, conquer, and win. Its counterpart…Read full article >

Selling Essentials

Knowledge Is (Sales) Power

While trying to determine how to overcome their biggest sales challenges -- getting the attention of busy prospects and differentiating their offering -- Blue Ridge Partners leaders hit on a breakthrough idea:…Read full article >

When Is the Psychological Moment to Close a Sale?

This article, written by Napoleon Hill in the 1930s, focuses on the crucial problem of determining the right moment to close. Read full article >

Optimism Means Business

Optimism is a personal psychological freedom. Ask Martin Seligman, a psychologist at the University of Pennsylvania. Or better yet, ask Metropolitan Life. Met Life revamped its hiring program based on…Read full article >

Resilience: A Key Quality for Sales Success

Resilience is the ability to brush ourselves off after getting knocked down, learn from our mistakes instead of repeat them, and rebuff rejection instead of internalize negativity. It’s also what…Read full article >

Coach Your Sales Team

Fear of Commitment

Here are useful tips for sales managers charged with coaching Millennials, today's new, young reps who often lack goals or a need to earn beyond survival. Read full article >

New Solutions for Managers

Smart Selection

Selecting and retaining the best sales force requires using the best tools available, especially tools for assessing the aptitude of candidates for sales jobs. Consider these widely used, proven solutions. Read full article >

Show Them the Money

How do you measure performance and distribute compensation fast, accurately, and with minimum hassle for both reps and managers? These new digital tools enable you to do all of this,…Read full article >

On Board

According to Fusion Learning Inc. president Kevin Higgins, onboarding is one of the four crucial steps to building an effective sales organization. Here, he shares these steps, called ROOMr, with…Read full article >

Measure and Analyze

Try these tools to track your team's activities, measure results, and improve performance. Read full article >

Selling Tips

Take Rejection in a New Direction

Sales and sales-management training expert Paul McCord shares tips on how to cope with rejection. 

Pause for a Minute

Our expert speaks to the importance of a pause. 

A Little at a Time

Got a hesitant prospect? Present your idea gradually to coax the sale. 

How Would You Approach This Prospect?

Can you read your prospect's body language? It's just as important as the spoken word.  

Can an Introvert Be a Successful Salesperson?

Sales expert and author Jennifer Kahnweiler offers these success tips for introverts.