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Entrepreneur Dharmesh Shah of the blog On Startups offers this interesting post on how to hire sales people. The post includes a formidable list of 14 tips Shah says he gathered from observing sales teams he has observed that work pretty well, including the one at hi us own software marketing startup HubSpot. Though Shah's company is definitely a Read More

Looking at some myths and rumors around sales and sales people. Read More

So great feedback and suggestions to a post earl er this week. Thanks Neil Read More

The impact of this customer comment book on your prospects, and therefore your sales results, can be phenomenal. Read More

There are reasons why people worry about selling on price... Shame and Embarrassment - Client Retention - Margins, Quotas, Commissions - But there is another point of view... Read More

We'd all love to know how to use social media tools to make our prospecting efforts more targeted and productive, right? What if there were an easy way to learn about your prospects before you picked up the phone to call them? Listen to this episode of the Sales Management 2.0 podcast to learn how you can. Read More

The topic of conversation of late at the Sales Bloggers Union has been on Retail Therapy. In a market where people aren't buying it is perhaps understandable to get disheartened when selling our products is so much harder. This article puts forward the idea that buying is in our nature and that deep down buying, for whatever purpose, makes us Read More

Now is a great time to prospect for new business. Clients are looking for new ideas and are tiered of providers who have not help them keep up or get ahead. Read More

This formula is an effective framework for handling many types of prospect objections. Read More