Sales and marketing belong on the same side of the negotiating table, but often find themselves staring bitterly across it. To fully bridge the sales-marketing gap, a sense of shared interests must be developed. Such alignment can open sales streams by more than 200 percent.

Why is it some people struggle to sell their products or services no matter how hard they try, while others seem able to sell just about anything to anyone? A core secret that  fuels sales success is a secret Zig Ziglar preached.

Customer interactions should be thoughtful, sequential, mindful and highly relevant. It's not a matter of how assertive salespeople are, but how intellectually engaging and strategic they can be.

There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.

Most B2B and B2C sales forces employ some form of joint business planning with their largest customers. While advancing trading relationships for many, there are still some common practices that prevent the plans from being true game changers. Envision a plan that answers the question, “What would a growth plan look like if we were one integrated company?”

The latest customer relationship management tools allow reps to have more meaningful conversations, which should mean more sales. Sales fitness can be monitored via technology in the same way that you monitor your key body fitness metrics.