Preparation prevents sales pitch panic

Inevitably, fearful emotions bubble up and panicked salespeople propose overhauling your sales presentation. That’s OK, says Tom Searcy, CEO of Hunt Big Sales (huntingbigsales.com), a sales consultancy.

In targeting new business, less is more

Salespeople who succeed in acquiring new business lock in on a finite number of strategic targets, says Mike Weinberg, president of

Targeting the right executive for the complex sale

For each sales opportunity, there is usually only a single executive who would be considered as the relevant executive for

Upgrading to brain 3.0

Just as the computers, smartphones and handhelds we use today rely on an operating system to function, people’s brains have an oper

When the boos must go all the way to the top

The boys of summer are almost ready to put away their bats and gloves.

The 7 deadly sins of sales management

“I continue to be a little puzzled about why so many managers do such a poor job,” says Julian Birkinshaw, a professor at London Business School and the author of “Reinventing Management: Smarter Choices for Getting Work Done.”

Targeting the Right Executive for the Complex Sale

Why Your Sales Force Needs Fewer Leads

Yes, we’re seeing signs of economic recovery, but we’re not there yet. And other market trends are making it even tougher for sales teams to hit revenue goals.

Let the Games Begin – Not!

Most customers are honest and open. Though the concessions they’re asking for might be unreasonable communications experts know that every point of view is reasonable to the person holding it. The exception is when the other person is playing games.

What We Can Learn From Walmart

Build a Balanced Portfolio of Information Sources

SiriusDecisions helps business-to-business companies worldwide improve sales and marketing effectiveness. Management teams make more informed business decisions through access to industry analysts, best practice research, benchmark data, peer networks, events and continuous learning courses

Plug and Play

Sony Smartwatch

Is Integrity a Sales Strategy?

Get Your Reps In the Cloud

Sales reps must have missed the memo about the paperless office issued sometime in the early ’90s. While in New York recently, I spotted a dozen or more sales reps woefully trapped in the past.

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