Here's a radical idea - let's have your sales team qualify opportunities before you prepare a quote!  Too many sales...

    All of the work your sales people are doing at the front of the sales process (identifying the right targets and making...

    An article in today's Wall Street Journal caught my eye, "Science Reveals Why We Brag So Much."  It talks about a...

    If you are the person who signs the checks (the President, CEO or business owner) for all of the expenses that go along...

    Sales Leap Every Year!

    by Mike Carroll on Tue, Feb 28, 2012 @ 06:02 AM

    What would your revenue look like if your sales team had one extra day to sell every year?  This year we get a bonus...

    Sales Focus - The $2,000 Cup of Coffee

    by Mike Carroll on Tue, Feb 7, 2012 @ 07:02 AM

    My friend and client Bob Scherer took an exercise I had given to his sales team one step further and it's absolutely...

    Effective Sales Listening

    by Danielle LaVigne on Wed, Aug 3, 2011 @ 08:08 AM

    The first thing a sales person needs to do to listen more effectively is to stop talking. We've all heard the phrase "We...
    Many sales people struggle with how to handle pricing objections because they fail to build the case for making an...

    Customer 2.0 - Death of Your Sales Team?

    by Mike Carroll on Sat, Apr 16, 2011 @ 12:04 PM

    When Dave Kurlan spoke to a group of Milwaukee CEO's a few weeks ago, one of the key points many executives walked away...

    Sales people who use logic to convince their prospects make selling a lot harder than it needs to be.  Mr. Spock might...