Sales Success

Take a page from Dale Carnegie\'s \

I can't tell you the number of times I've heard salespeople and sales managers use what I refer to as the two deadly words in sales: if and then. Here is how this plays out: If we could come out with a cheaper model, then I know I could sell more.

Sales reps and business leaders want to dump their features and benefits early and often. Customers sell themselves when you let them tell their own story.

Being successful at selling means setting high goals, staying focused and winning over your most important prospect: yourself. Here are three strategies to...

Within the space of 45 minutes today, I get two calls from sales people--each selling something completely different.  The first sentences out of their mouths were essentially the same, "Dave, I'm ...

Building a first-rate customer service organization often falls on the shoulders of the VP of Customer Service; noticeably absent in the process are figures like the VP of Sales.

There is a reason your contacts sometimes don’t want to allow you to develop relationships with contacts in other parts of their business. There are also reasons they sometimes don’t want you to de...

Guest Post by Lisa Kosak Note from Jennifer: I met Lisa at a GRAPE networking event and have enjoyed getting to know her.

Like many weekend handymen I have a shed full of tools I use only occasionally. This weekend I pulled out my power saw and expected a perfect cut in the

Over the past few years, the growing popularity of tablet devices has spurred a lot of conversation about the ways businesses can take advantage, with sales

You don’t always need access to the highest levels of your dream client to make a deal. You don’t necessarily need access to the C-Suite to find the authority you need to win. But you do need the “...

Read about No Trust Or Rapport? No Sales Or Referrals and more For Real Estate Pros on realtor.com.

There are hundreds of ways for us to express ourselves in our daily lives. From the clothes we wear to the words we choose to use, the pictures we share and the music we play — the possibilities are endless.

Each part of your sales presentation needs to be focused on getting you and the customer thinking about the outcomes they are going to receive when they buy from you.

Everyone in the company is a salesperson in his or her own way, and they should be prepared to have meaningful sales conversations.

Coca-Cola says social media accounted for only 0.01 percent of Coke's direct sales. Other research and sales professionals suggest the exact opposite trend.

Over the last 17 years I've been a wonderful sales person, but always had a motto: I'm a terrible sales-person, but a wonderful

Having too much enthusiasm, a common condition among young treps, can bungle a deal before you even open your mouth. Here's how to temper your resolve...

Sales is not an art, but a skill -- and it's one anyone can master with a little practice and some tried-and-true sales tactics.