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

    How accurate are your sales forecasts?  I met with a CEO last week who told me that when he cuts whatever his sales team...

    Keeping Your Sales Role Balanced

    by Danielle LaVigne on Tue, Dec 14, 2010 @ 09:12 AM

    Do you remember the last time you closed a big deal?  Or maybe you closed two or three in a row, on the same day?  It’s...

    Crucial Step #3 For Hiring a Sales Person

    by Mike Carroll on Tue, Sep 14, 2010 @ 16:09 PM

    Crucial Step #3:  Evaluate every candidate with a sales-specific assessment tool and confirm the results with a deliberate...

    Crucial Step #2 For Hiring a Sales Person

    by Mike Carroll on Fri, Sep 10, 2010 @ 16:09 PM

    Crucial Step #1 For Hiring a Sales Person

    by Mike Carroll on Wed, Sep 8, 2010 @ 09:09 AM

    Crucial Step #1:  Be very clear about what you want in a sales person.  Think carefully about what they must be able to do...

    Congratulations!  You finally got your budget to hire a new sales person approved and you’re ready to start recruiting a...

    How often do you respond to a prospect’s objection with “Yes, but…” and turn an intelligent conversation into a defensive...

    Are You Missing this Sales Secret?

    by Mike Carroll on Mon, Jul 13, 2009 @ 21:07 PM

    Why do some sales professionals convert more business than others? What do they do in their sales process that other sales...

    Qualifying Prospects

    by Mike Carroll on Fri, Jun 19, 2009 @ 10:06 AM

    This week I've asked several discussion forums a few basic questions about how they qualify prospects. The responses have...