Trying to get fish into the boat before catching them sounds crazy; it wouldn't make...

Are two salespeople better than one? Sometimes yes and sometimes no.

Well-planned, well-executed joint sales calls can impress customers, add additional value to the product or service you sell, close sales, and retain business. But when a joint call goes bad, the results can be disastrous.

If you're in sales, you can identify with this situation - about two weeks after starting a new job, you begin to doubt your decision. You detect a widening gap between what you were told to expect and what actually occurs. After only a month on the job, you conclude, 'I think I made a mistake.' You're probably right, because salespersons seem to be more prone to selecting the wrong job. Too often, their profession's tendency to stress the positive and minimize negative factors extend into their approach in choosing a job.

COACHING SALESPEOPLE by Bob Ayrer All of the selling expertise and rah-rah sales rallies in the world dont mean a thing unless you can convert this knowledge into skill ...

SOLIDIFYING THE BOND WITH YOUR CUSTOMER by Jack Burke Very few people will recognize the name Hikari, unless they're in the beauty salon industry. Hikari is a scissors manufacturer and dis...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...