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Do you know the difference between which prospect you'll close and which one you'll lose? How can you tell, midway through a sale, whether you're on track for success or you've lost the deal? How can you tell when you'll be unsuccessful in advance and cut short your time and energy to offer more time for those who are able to buy? Read More

Some authors and “sales experts” continue to perpetuate age-old myths about selling that need to be dispelled, says Douglas Smith, founder of Douglas Smith & Associates. Here are three of the biggest myths. Read More

Winning deals means you have demonstrated superior and differentiated value to the customer in their terms. Why do we insist on delivering generic value propositions? Read More

Sales people will tell you the thing they hate most about cold calling are the objections and rejections. Fair enough, so what can you do about that and still win new prospects, find out. Read More

A short TV discussion on the role of the sales process, execution, and sales recruitment in a successful small business Read More

Wondering how you can use social media tools like Twitter and Facebook to increase your sales? Listen to this episode of the Sales Management 2.0 podcast with guest Alejandro Reyes to identify the social media strategies that can lead you to greater success in your sales career. Read More

I don't know of many things that will fuel an argument more than two sales reps battling over a territory dispute! Read More

I have a great strategy for exceeding your quarterly goals. Perfect it, and you'll beat your goals quarter after quarter— year after year! Read More

To sell or not to sell? At times sellers have to make the hard choice: do they sell a solution the client insists on even while know that it is not the right solution? Or do they make the sale and fulfill their mandate to their company? Or is selling their only or real mandate? Choose! Read More