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During the last 10 years, a serious trend has emerged within the business world. Those involved in the ancient art of selling, and yes it is an art, are no longer called salesmen or saleswomen, but business development agents or representatives.
I believe the rationale for this change was two fold:

If we called it that being [...]

This is an important, underestimated issue which is the cause of pride, grief, strife, success or failure. First of all, there is one major distinction to clarify. If the phone is ringing because of people who have made up their minds already, then the person who is “taking the order” needs only to be knowledgeable [...]

Have you ever been sitting at a stop light and when the light turns green, you step on the gas and your car stalls? That’s the same feeling that you get after you’ve gone through your entire sales presentation with a potential customer, crunched some numbers and asked for the sale, you hear, “Well, it [...]

Of the many mistakes small business owners make, a big one is participating in trade shows and business expos without a strategy for turning those marketing opportunities into sales. Here are five tips to get you started.
1. Have a goal. What do you want to get out of the event? Most small business owners think [...]

Everyone picks up the telephone to do business. Yet the word “telemarketing” has many negative connotations for people. However, telemarketing is merely a term for conducting business over the telephone. Whenever you pick up the phone at work to make or receive a call you are “a telemarketer”. Over the years telemarketing has evolved [...]

A recent study of 2,663 sales organizations by Think Training, Nightingale Conant, and Trainique uncovered five areas that shed light on what separates the best from the rest
(visit http://www.revegrowth.com/free_articles.htm for a copy)
Issue one – A poorly defined sales process. 82% of all CEO’s said their sales organization had a process that was poorly defined or [...]