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This Month

The Top Ten Sales Articles are:

A New Way of Thinking about Value Propositions "We build brands..." Back in the late 90s when I was a running a marketing firm, this was the beginning of our value proposition. We thought it was brilliant... continue reading by: Bob Croston on: Eyes on Sales

Ethical Considerations in Business Are you an ethical business person? I ask the question because most of us would answer affirmatively, yet I propose that too few of us really consciously consider the ethics of a business decision when we’re weighing our options. I believe it is important that this issue of ethics take on... continue reading by: Frank Bucaro on: Eyes on Sales

Are You Selling Like Publishers Clearing House? The first time a "You won a $1,000,000" showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff I did not want, yet subliminally suggested a purchase would help me win. continue reading by: Gary Hart on: Eyes on Sales

20 Tips From A Sales Coach To Increase Sales Productivity Here are 20 quick tips to help you increase your sales productivity. Keep in mind, not every tip will be useful for every person. Just pick the tips that are helpful for you and integrate them into your routine. Here are a few suggestions when reading through all of these tips: -Don’t do them all at once. Focus on one at a time. -Experiment with... continue reading by: Jeremy J. Ulmer on: Salesopedia

How To Get Really Motivated To Start Selling More First, recognize that self-motivation is an inside job. The word motivate means to inspire, stimulate, propel, start, prompt, instigate, provoke, actuate, drive, excite, and to trigger. continue reading by: Jim Meisenheimer on: Salesopedia

Your “Stop Doing” List Everyone has a "To Do" list. I was introduced to the concept of the "Stop Doing" list in one of my favorite books, "Good to Great" by Jim Collins. Over the years I have witnessed some frightening selling practices... continue reading by: Jill Harrington on: Salesopedia

Is CRM Harmful to Your Business? Wikipedia defines Customer Relationship Management (CRM) in part as: "…a widely implemented strategy for managing a company's interactions with customers, clients, and sales prospects.... continue reading by: Charles H. Green on: RainToday

The Curse of Value Added Sales! Save Your Sales Team You should stop your sales team from adding value. "What?" you say. "But I need to make them ADD value to sales calls to generate more revenue!" Not so. Let me explain... continue reading by: Erik Luhrs on: Sales Gravy

Conceive, Believe and Achieve! I am frequently asked what I think the single most important factor is in determining the success or failure of a salesperson. My response is often met with surprise, because most people expect me to say something about the necessity of hard work and product knowledge, or the importance of a positive attitude. While these factors are certainly key components of achievement, in my opinion, the critical ingredient in determining success is... continue reading by: John Boe on: Changing Minds

Rediscovering Our Passion For Selling Can you remember your first job in sales? Your first sales call? The first sale you ever made? Can you still remember how it felt- as if it were just yesterday-despite the years or even.. continue reading by: Jon Gilge on: Changing Minds