Over the years I've held thousands of sales meetings, selling both tangible and intangible products--and I've learned that there are some basic fundamentals that make a difference no matter what your offering is. Keep these simple things in mind to make those first sales meetings a success. Time A simple question here is all you need. MORE >>

The relationship between growth and sales seems easy enough: Sell more stuff and your business gets bigger. But it's not quite so simple—and a failure to understand that could be the difference between success and failure, says Jeff Hoffman, founder of MJ Hoffman and Associates, a Boston-based sales consultancy. Why is that? MORE >>

Your compensation structure may not be motivating your sales team the way it should be. The idea that commissions drive more sales is a foundational belief about selling. But in complex sales–indeed, in some very common sales situations–the research shows that these principles don't hold up. Blasphemy! MORE >>

Why does one sales campaign end in success and another in abject failure. Failure to Qualify the Opportunity It's easy to get excited when you've see the opportunity to make a big sale. Nevertheless, there's nothing worse than spending hours, days and weeks of effort on making a sale that was never going to happen in the first place. MORE >>

In order to thrive in today’s digitally driven business environment, sales folks need to think and act more like marketers. ve often said that getting marketing and sales on the same page was one of the biggest challenges for departmentalized business, but now it’s become an individual challenge. Educating is the new presenting. MORE >>