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Having a shorter sales cycle is good, but not if it risks getting more sales. Shorter does not mean more efficient, so look for efficiencies that drive more results, that does not always equal faster. Read More

As sales and marketing continue to collaborate, alignment and tools help the two ac hive greater success. Today's guest post looks at tools, strategies and use of social media to achieve improved results. Read More

While improving sales skill is key yo ongoing sales success, how well you use or waste time can be more important. Read More

There are enough challenges in selling, I don't understand why some sales people continue to put up their own barriers. Read More

You can't sell if you are not speaking the same language, in today's guest post Allen Peterson, looks at buzzwords and their impact on communications. Read More

In looking at a couple of books on amazon, you quickly realize that there is a miss alignment between Capitalism, and what fuels it, sales. Realign these on maybe we get back on track! ;) Read More

When all is said and done, the winner in sales is the one that executes. Not only those who execute well, but even more so those who execute consistently. Read More

Self-serve is not new, nor are the efficiencies technology brings, that's great for buying, but when something needs to be sold, you need a sales professional, to make up for the inefficiencies of buying. Let's not blur the lines between selling, fulfillment, transactions interactions, and the rol Read More

Yes sounds good to sales people, but the wrong yes can be worse than the right no. Don't be drawn in by the word, focus on the objective facts. Read More

It often seems that sales people spend more time getting ready and practicing for a round of golf than they do for key sales meetings. It maybe the difference between success and showing up. Read More