How many benefit statements are in your sellers conversations? Listen to your sellers and I wouldn’t be surprised if you heard more Feature to Feature Statements than Feature To Benefit Statements.

Striving to be perfect is a wonderful thing, yet some sales professionals’ need for perfection ends up being a barrier to higher success for themselves and their company. Don’t let over-preparer syndrome cost you more than you gain.

Lately, we’ve seen salespeople become a bit paralyzed as they look at all the activities they could be doing to make more sales. Don’t let that ‘I’m overwhelmed’ feeling stop you. Instead of thinking you need to do 20 different things today, focus on the power of one.

Randy Paush’s book, The Last Lecture, is a best seller, and after reading it, I see why. There is a lot of wisdom in his stories and advice. One story in particular, about time management, hit home with me, because there are always more things we can do to make the most of our precious time.

Asking the best questions is incredibly important. Without finding out the problem, opportunity, want or need first, presenting solutions, products or services is premature, and can easily be dismissed as too expensive, not needed or just annoying.
Here are some of the common mistakes sales professionals make when it comes to asking questions and some best practices.

Are you a fan of horror movies? Various scare tactics with music, visuals and suspense are used to drive the fight or flight response and leave us feeling a little creeped out and unsettled. Not a place most of us want to be for very long. So why would sales strategies focused on scaring people stick around for decades?

Goal transparency, or having specific, written and measurable outcomes that we are working toward, is such an important part of sales success and productivity. The following process – the 4 R process for goal clarity – will help you set reasonable and realistic goals that you will achieve.

What successful business professional doesn’t want to achieve their goals? None that I know of, yet things get in the way – barriers/obstacles that we call “life” make it more difficult. Here are 8 quick tips for reaching your goals.

The makeup of the labor force, the economy, and the culture are constantly changing. What worked well 10 years ago (or even yesterday) might not be the best approach for today. Here are four ways to be a great manager today.

Email prospecting is definitely on the rise. And it has a bad rap because we are inundated with so much spam. So does email prospecting work? Here are a few tips if you want to use email as part of your prospecting approach and make it stand out from the junk.