Last year my wife purchased a new Jeep Grand Cherokee.  She did her research up front. Before she ever walked into the dealership she knew more about Jeep Grand Cherokees than the people selling them. She knew exactly what she wanted: silver exterior, dark leather interior, navigation system, and sun-roof.

She’d compared prices across multiple dealers and her research was neatly arranged in a folder. The only thing left was the obligatory test drive.

One enticing benefit of the sales profession is the freedom and independence it offers. The rewards, of course, are reliant on how hard one works to be deserving of them. Reps that perform at or above the expected level are often left alone by their managers. Great performance invariably leads to corresponding degrees of support …

A lot happened in the world of sales and sales technology in 2016. To help summarize – we published 80 articles in all this year – you’ll find below some of our most popular blog posts, and LinkedIn write-ups. I’m super stoked that nearly 30,000 people viewed my fun YouTube Video using different sales methodologies …

Most organizations live and die by quota. Quotas are derived from financial projections which are created and necessary for companies to operate. We rely on quotas as a method for measuring sales rep performance. They need to have a number to shoot for and we need to know whether they are performing as expected. In …

Ask good questions. Listen more and talk less. Sell Solutions rather than products. These are all essential skills of a top sales performer. But you can do a mediocre job at each of those and still be successful in sales. I bet you know someone who fits that description. You wonder how they manage to …

Does it ever feel like your prospects are irrational? After all, if you present compelling information that clearly demonstrates how and why your solution addresses their needs, the rational thing would be to sign on the dotted line (or at least move toward a purchase decision). Yet, a lot of prospects (most?) don’t do that. …

By Nancy Nardin: 4/4/16 “Sell me this pen!” is supposedly the classic interview question. I’m not sure that’s true but regardless, it’s become legendary as the ultimate challenge for salespeople. Something reminded me of it recently and it got me to thinking, “What if you could use the classic question as a way to demonstrate …

2/22/2016 During the course of a sale, most of us try to explain how the customer will receive a return on their investment. This proof of ROI is often seen as just as important as the features and benefits of the new product or service they are buying. What doesn’t get talked about much during …

Have you ever read an article and heard your brain shout, “That is SO true!” or “That’s such a great way of putting it!”? This happens to me every time I read anything written by Sharon Drew Morgen. With so much noise out there, it’s a wonderful experience to read truly interesting articles. Sharon Drew, who …