Guest Columnists

I bet right now you are carrying around a wallet or purse that contains your credit cards, debit cards, and/or cash.  I know why you

The last words a salesperson wants to hear are “I need to think this over,” or “I think I will sleep on this,” or “Send

It is time to stop begging for business.  Stop running around doing everything the prospect asks you, giving them every ounce of knowledge you have,

Multiple sources suggest that the number one need in business is finding good salespeople. This shouldn’t be a difficult task.  I mean, if you want

We have been trained at a very young age not to ask this question to anyone because I guess it is rude. I do not

I find it interesting that when you ask people to describe a typical salesperson, the words we get are usually not very flattering. Pushy, dishonest,

As professional salespeople we advised that building rapport with prospects is one of the most vital components needed to initiate the sales process and close

Recently I met with a prospect who was looking at sales training for his team, and when we got towards the end of the conversation,

Every month, businesses strive to hit aggressive sales targets that, if hit, will demonstrate business growth.  If the targets are missed, it is common for

Creating an efficient and consistently productive sales culture entails more than exposing your sales team to an annual motivational workshop.  Although motivation is an important