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Practical Tips for Making Prospecting a “Win-Win” Proposition
Of all the competencies associated with superior sales skill, prospecting is the weakest link. Most salespeople despise prospecting. "I'm too busy," "I don't have any prospects," "I've tried and that doesn't work" are just a few of the excuses you hear or may have said yourself. Yet effective prospecting is a vital part of successful campaigns to gain new business. Becoming a master prospector can spell the difference between being a merely competent salesperson and a stellar one. So what holds us back and how can we succeed more often? The reality is most salespeople fear prospecting because they are set up for failure.
Crucial Questions to Superior Sales
When your customers aren’t sure which of your products or services they should buy, consider this handy tool that not only helps create clarity, but also positions you as a trusted advisor. I’m referring to a time-test sales tool known as SWOT. SWOT stands for Strengths, Weaknesses, Opportunities, and Threats. When I do customer service and sales seminars and speeches for groups, I often hear this is one of the most useful tools people learn. Here’s how to ask SWOT questions...
The War to Attract and Retain Sales Talent
The need for superior sales talent is increasing, but many big North American companies are fighting-and losing-the war to attract and retain it. The McKinsey Quarterly reports that a two percent economic growth rate for 15 years would increase the demand for executives by about a third. Meanwhile, supply is moving in the opposite direction: the number of US 35- to 44-year-olds will decline by 15 percent from 2000 to 2015. The report concludes that "Companies must make talent management a top priority, create and perpetually refine their employee value proposition, and source and, above all, develop talent systematically while removing underperformers."

Unlock Your Natural Abilities to Increase Sales
Many of the myths associated with sales are believed simply because they’re repeated so often. Others have fortunately been debunked. At one time people didn’t think women could sell.

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The Dynamic U-Method™ of Management For Creating Higher Employee Productivity and Business Loyalty
Many years ago, struggling to learn the ropes as a young manager, I had the good fortune to stumble upon a gentleman who was one of the finer managers I've ever had the pleasure of knowing. This man had a genuine knack for getting along with his 300 employees, inspiring them to give “100%,” while maintaining quality standards far superior to anything else in his industry. His business operation was always profitable, even in those cyclical “lean times”, seemingly because of one reason ... superior employee morale! Therefore, it is with great pleasure that I can offer you an opportunity to review and understand a potentially better way for managing your employees for higher productivity and loyalty.
Dialog with Your Web Visitors Through Smarter Writing Styles
If you have ever wished you could convert more of your Web site visitors into actual sales, then let's examine some superior ways to accomplish just exactly how it's done. Let's talk about working with smarter Web copy that can make a difference.
Why Sales Fail
Are your sales cycles longer than necessary? Are you losing business to the competition when you shouldn’t be? Are you having trouble differentiating yourself? Are you getting price objections when your product is clearly superior? If you face any of the above, it’s because you are using sales methods.
You can't afford to let the knowledge leak out!
The sales rep with superior knowledge is a formidable competitor. That's why you have a Sales Excellence Council in place. (Right?) And that group is charged with identifying the best and newest sales best practices and tools. (Right?)

4 Proven Methods to Motivate Salespeople…Gently
Great leaders in business, especially those in the sales world, have often regarded people skills as their greatest assets in motivating as well as leading. There are lots of opportunities for sales managers to motivate even during mundane every day activities. They could be anything from, taking corrective action, to criticism, to anything during the normal course of business, there is always the opportunity to motivate. Don't understand the power of some of these very simple techniques. This is the stuff that separates the men from the boys, and the women from the girls when it comes to superior sales management; motivating under ordinary circumstances.

Customer Service-What Could You Do With an Extra Half-a-Million Dollars?
Could customer service trump sales as a growth strategy of your company. There are many good companies but few superior, when it comes to customer retention. Here is a plan that will double your growth.

Three Core Work Habits of High Performers
There is a difference between mediocre and superior performance. Some say superior performers are 7 times more productive than the bediocre.

Writing Job Descriptions That Get The Results You Want
Most job descriptions are notorious for collecting dust and impotent when it comes to spurring superior performance. Superior performance begins with the script, knowing what the job expectation actually are. For and effective job description, go beyond the dos and haves of the job.

How Emotional Intelligence Affects Leadership Quality
Eight skills contribute to superior leadership. Emotional Intelligence is an essential ingredient to superior leadership but there are eight specific emotional intelligence skills that drive superior leaders. You can screen for these specific leadership skills and coach leaders to higher performance.

Auto Sales Recover Due to Superior Value
Auto sales are recovering because of the superior value offered by manufacturers -- not because of the economy. What else explains why auto sales recovered in 2011 while so many other economic indicators remain poor? Do increased sales volumes in 2011 mean that the US economy is recovering or is it indicative of the automobile's value proposition to the consumer?

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