Nov 20 2015

By Ken Kupchik, About to head down the aisle with someone in sales?  Before you say "I do," here's what you should know: 1) The other woman (or man) might be the job - Most sales jobs require long hours, odd hours, or a combination of both. Unexpected client meetings, availability on weekends, and late nights completing paperwork are all something a salesperson's spouse must be ready to accept. View Details

Nov 12 2015

By Leslie Ye, Business emails: Easy to send, difficult to perfect. Professionals receive an average of 88 business-related emails a day, according to the Radicati Group’s 2015 Email Statistics Report. So how are you supposed to stand out? Answer: your subject line. View Details

Nov 9 2015

By Ariella Coombs, Sometimes there just isn’t enough coffee in the world to wake us up in the morning – But how do you make sure you’re getting good, quality Z’s at night?  Here are five healthy habits to help you sleep: 1. Give Your Gadgets A Rest Always tired? Perhaps your favorite gadget is to blame. View Details

Nov 6 2015

By Fileboard. com, Sales motivation is what every professional working in the sales industry seeks. From a fresh sales development rep to an experienced top level sales VP, nearly every sales professional is always in need of sales motivation of some type. However, there are some specific and general motivation tips that work for nearly everyone in the sales industry. For starters, you need to be proactive, positive and focused to become a sales superstar. View Details

Sep 24 2015

By Len Foley, A recent Gallup poll on the honesty and ethical conduct of business professionals found that insurance salespeople and car salespeople ranked at the bottom of the list. Bet you're not surprised to hear this. But did you know that it's not just car salespeople who have a bad reputation? Bill Brooks of the Brooks Group estimates that more than 85 percent of customers have a negative view of all salespeople. View Details

Sep 18 2015

By Allison Vannest, If you’ve been dragging your feet on the job search or putting off taking the first step on a new career path, you might be surprised to discover the underlying reason for your procrastination. Procrastinators come from all walks of life and invent all kinds of excuses for their behavior. Some of us say we enjoy the thrill of beating a deadline, while others claim to work better under pressure. View Details

Aug 28 2015

By Art Sobczak, “Art, I manage three guys that are on the phone every day and talking to the top executives at companies around the world. I am continuously working on my verbal communication as well as theirs. "As you can imagine, we have to follow up with our contacts and I've found that it is common for these guys to say they are calling back to 'touch base. View Details

Aug 13 2015

By Keith Eades, he first half of the year is now behind us. For those of you who are on track to achieve your annual goal, congratulations. For those of you who need to play catch-up in the second half of the year, do not despair – you can still make this a successful year. First, realize that despite some geopolitical instability, most of the world’s economies are growing. View Details

Aug 6 2015

By Sean Gordon,  Contrary to Forrester’s predictions that 1 million B2B salespeople will become obsolete by 2020, I believe that B2B salespeople are going to become more important than ever. Although it’s undeniable that digitally enabled selling models and technologies are impacting the B2B sales space, there are some aspects of selling that machines just can’t replace. View Details

Aug 5 2015

By Kazim Ladimeji, Some people come back from their vacations feeling energized, refreshed, and raring to go — but, as it turns out, these people are the fortunate few.  The reality is that within three days of their returns, more than half of employees feel their stress levels are as a high as ever — as if they had never even been on vacation. View Details

Jun 29 2015

By Mark Suster, I’ve heard many investors and some executives repeat the mantra, “Never offer exclusive deals,” and since this blanket statement is generally bad advice I thought I’d offer the less conventional but I believe more practical version of why exclusive deals can actually be a huge bonus for a startup and why I actively encourage them. View Details

Jun 25 2015

By Lolly Dasklal, If you have a hard time remembering people's names, you're not alone. We have all experienced it--you meet someone and scramble to remember their name. It's frustrating. A new study shows part of the reason why: The name of someone you've just met doesn't convey much meaning. This is known as the Baker Effect. If someone new tells you they're a baker, they're giving you context about their life and what they do. View Details

Jun 23 2015

By Holly Weeks, Many of us don’t like to say no to a coworker or a boss—for instance, when the boss asks for a tighter deadline, or a team member needs a longer one—because we’re worried about damaging the relationship. That’s because it often feels synonymous with confrontation. View Details

Jun 15 2015

By Joanne Black, Want predictable revenue? Don't just tell your reps to ask for referrals. For your team to make referrals happen, you have to show them how. You need a systematic, disciplined referral-selling strategy that includes goals, metrics, and accountability for results. Once you commit to referral selling, watch out. You’ll have more business than you know how to handle. Don’t believe referrals scale? Then you don’t understand referral selling. View Details

Jun 12 2015

By Garrett Hollander, I love it when I find articles like the one I read from Chief Executive Magazine called Raising Sales Force Effectiveness. Granted, it’s dated 2011, which makes it ancient in this era of sipping information from a fire-hose, but the elements of it remain true. The article debunks some traditional wisdom that many B2B sales professionals still hold as fact. View Details

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