If you want to avoid selling on price or a discount, you need to create a value surplus and avoid a value deficit. This involves building value for the buyer, not value for the product. Read More
Please don’t think of this as me mocking you or having a dig. On the contrary, I hope it gives you valuable insight into your customer’s expectations – which of course you can use to your advantage. Read More
Many business owners and executive management teams promote the top sales person into the sales management position…and then wonder why their sales have noticeably dropped. This is because the personality characteristics that makes a person a superb sales person often prevents them from being a gre Read More
Provide sales reps the autonomy they appreciate and the personalize rewards and recognition for the small successes they achieve everyday. Read More
Salespeople are optimists. They have to survive the emotional rollercoaster of winning and losing deals. But that optimism is often balanced by a healthy dose of paranoia. Read More
What is one tool that is critical for helping your sales team close more deals faster?

The following answers are provided by members of Young Entrepreneur Council (YEC), an invite-only organization comprised of the world’s most promising young entrepreneurs. In partnership with Citi, YEC recentl Read More
If a company can understand the need to amortize assets over a number of years, should they not have the same outlook on developing their human assets? Read More
The criteria for hiring salespeople have changed dramatically over the past decade. Customers don’t look for salespeople that want to control the conversation anymore; they look for reps that are data-driven, solution-oriented, and empathetic. Read More
Why have a meeting at all, right? That's what we're thinking in the majority of "must attend" meetings which generally end up being pointless and a waste of selling time yet the managers assume that they are acheiving something. Read More
Part 2 of the Lease a Sales Rep Interview with Gil Pagan. Greg Hyer brings back Gil Pagan of Lease a Sales Rep to discuss the three steps you need to take to get the sale. Read More

Learn How to Build a Firm Benefits Foundation

While health care reform hasn’t gone into full swing mode yet, your business can lay a firm foundation for 2015 by following …

Cecil Wampler @CecilWampler Studies Workplace Psychology

You may have sometimes felt your boss, co-workers or employees needed a therapist. But did you know there is a … More
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