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Editorial

Welcome to the Ephemeral Economy

Over the last 35 years, the US economy has created jobs in the service sector at a faster pace than in the manufacturing sector. We’re no longer producing toothpicks in…Read More >

Train Your Sales Team

The More You Know
A training course on how to outsell the competition

Selling today is far more difficult than it was only a few years ago. To be a fierce competitor in today’s B2B environment, it’s no longer good enough to simply…Read full article online now >

Selling Essentials

Mix and Match
How one time-strapped sales manager is solving his hiring dilemma

W. David Houchins has an enviable problem. His business is growing so well - up 199 percent year over year as of October 2009 - that his biggest challenge today…Read full article >

Terms of Engagement
How to negotiate payments with cash-strapped customers

Times are tough, no doubt about it. When cash flow is tight, customers tend to seek longer payment terms. The question for sales managers is, when and how should salespeople…Read full article >

How to Befriend a Gatekeeper

First of all, note that the word "gatekeeper" doesn't have a pleasant connotation. That's why Keith Rosen, the author of The Complete Idiot's Guide to Cold Calling (Alpha, 2004), refers…Read full article >

Pause for a Minute

Frank Carillo, president of ECG, a strategic communications consulting firm, suggests that when presenting information, you pause often - especially when making a point and looking at your notes -…Read full article >

A Sea of Change
How to use challenging times to readjust your attitude toward change and make the most of new opportunities

In the wake of the worst recession in decades, sales managers are struggling to do more with less. Studies show that the average tenure of a sales rep is 24…Read full article >

Features

Cover Story
It's All About Strategy
How to capture the promise of the social-media sales revolution

If you still think social networks are strictly for navel gazers, it’s time to take another look at the numbers: By the end of 2008, more than 300 million users…Read full article online now >

The ABCs of Selling Higher Up
How to approach, present, and sell to the C-level executive

In certain sales situations, a rep can only close a sale by meeting with the top decision maker. In the post-2008 economic climate, many companies require approval from the top…Read full article online now >