Sales

Business media is rife with the importance of acquiring more (and more) customers. And marketing largely develops general messages that b...

Closing ratios vary across companies and industries, but for the most part average salespeople close about one deal in four to new prospect...

Pareto Analysis is a statistical technique in decision making that is used for the selection of a limited number of tasks that produce sign...

A natural question customers always ask is, “How much does that cost?”  Unfortunately, too often sales people answer incorrectly, respondin...

Dear Jeffrey, I’m a big fan of your weekly column, especially the one about making sales vs. measuring sales activity. Brilliant! It descri...

There is good news and there is bad news. The good news is that a sales methodology can dramatically increase the sales effectiveness of yo...

Sales managers often tell their salespeople that the best time to make a sale is right after they’ve just made one. While I can’t prove a s...

Compensating a good sales manager is critical to ensure that you keep talented people onboard. The sales manager “plans, directs, or coordi...

The segment of foreign-born home buyers is growing at a fast pace, but many of them may not know the furniture is not included. In Californ...

Your sales manager should never have to manage your activity. Your self-discipline, your goals, and your personal ambition should provide...

Not everyone on Earth is a prospect for your product or service. If you're pitching to people who truly don't need or can't buy...

Handing every salesperson a lead list and a phone and expecting them to produce isn't enough. Any sales team needs some support from ab...

Virtual sales teams have become a common way of doing business. Thanks to technology that lets salespeople work productively from home offi...

The funnel/pipeline is a key tool for sales people and managers to assess performance.  It provides so many insights beyond knowing whether...

Set sales goals for your team to improve your small business’ bottom line and manage your deals and clients with the help of a simple CRM l...

Managing salespeople is quite different from managing other employees, and sales managers who transition from outside sales might find that...

Whether you're trying to pitch a product or yourself as a person, selling is never easy. (On the latter point, just ask anyone who has ...

Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,0...

Salespeople are always the early adopters. Here's where they (and you) are heading. For the past two decades, salespeople have been the...

Are you currently doing everything possible to create a culture of sales success? In order to perform at their best, salespeople need to fe...