The most trusted site for professional selling skills, motivation and sales management know-how in the B2B environment.

How to Sell Like a Human Being

As the use of automation and technology rises in sales, it’s interesting to me that fewer salespeople are having successful sales conversations. A recent study also showed that 68 percent of B2B customers actually prefer to do their research independently online. This leads me to question the...

How to Justify Your Sales Training Budget

According to a new report, “Sales from the Buyer’s Perspective,” only 34 percent of B2B buyers strongly agree their point-of-contact salespe...

How One Company Cut New Rep Training Time in Half

A new sales rep at L'Oréal takes an average of one year to become fully trained. That year is spent learning the territory, clientele...

The 3 Traits Shared by Successful Sales Organizations

If you’re the average global sales organization, you’re achieving 94 percent of your sales revenue goal. But sellers shouldn’t rest easy qui...

Why Military Training Develops Superb Sellers and Marketers

Let's face it: Business can be a battlefield – especially when you carry a quota. With the observance of Veterans Day just last week,...

How to Get More Value from Your CRM

CRM is widely considered a staple for sales teams. Yet CRM isn’t widely used by every seller. In a recent CSO Insights study, although al...

Seven Steps to Achieve Your Sales Goals this Year

What will you have accomplished by the end of this year? Where will your business be? What will you have gained in personal achievement? Fin...