If I told you that you may be sabotaging your sales numbers by talking too much, would you believe me? have met so many salespeople who think the only way to control the sales process is to dump an extraordinary amount of so-called wisdom on the customer. would even have put myself in that category at one point — I thought I had all the answers to the customer’s dilemma, and I was more than willing to share everything I knew. eventually learned that there was a better — and more profitable —  approach. Wrong. It’s actually the opposite. Big mistake. MORE >>

Okay, let’s face it. We’re all trying to do more with less. And chances are that you and your company have already made the big, tough decisions needed to streamline operations. But what about the little things? You can still boost both personal and team productivity in lots of smaller ways that are easy to implement and provide immediate results. Read on for quick tips on getting more done. Hit the ground running. Don’t waste the first hour of the day. As soon as you arrive, focus on getting something done before you even think about checking Facebook or dropping in on a coworker. Say “no.” MORE >>

Understanding the Sales Force by Dave Kurlan The pros and cons of both commission-based sales positions and salaried positions have been well-documented, so we won't be discussing that in this article. Let's talk about something other than questioning which compensation plan is best for your company and its salespeople. Suppose you're eyeing a new gadget; however, this must-have toy will set you back $5,000. What if you also need to replace a couple home appliances, spend $20,000 on a landscaping project, pay for a funeral, dish out for a European vacation, and endure a new college tuition? MORE >>

Tweet Customer Relationship Management. Like most ad-numbed and ‘spin’-undated consumers, when considering a CRM solution, sales software buyers focus on the usual eye popping standards like price and features, while leaving the most important element a distant third – the one that will keep the system in the ‘go-to’ category long after price and features have faded from memory – and that is use-ability. Like all good consumers, we want to get the most for our money, the most ‘bang for the bundle’, while spending the very least amount of cash in the process. So much for promises! MORE >>

You shouldn’t wonder why you aren’t more successful if you haven’t mastered the art of getting things done. And that’s not easy. Being productive is one of the biggest struggles for all of us. From not knowing what to do to not knowing when to do it, it is all too easy to let the most important things not get done in a day. And that is crippling. Because days turn into months and months turn into decades. If you’re not careful you can live a lifetime and not do more than just survive. So what can you do? You don’t have to do everything all at one time. MORE >>