"Not making the sales numbers? There must be a problem in the sales department!" How often have you heard a statement like this? If orders are not closing does it mean salespeople don't know how to ...

In today’s sales landscape, companies focus more and more on the large, complex, long-cycle deals that have come to be known as “Megadeals.” These megadeals involve a higher than average number of ...

If you’re like me, before you go on a trip to a place you’ve never been before, you take some time to look over a map of the area — either on paper or on your phone. I like to know the major roadways, ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

The results of a recent survey of business leaders reports that 66.2 percent of respondents identified sales development as the greatest need for their organization in 2011. This survey was conducted ...

How well do you manage sales? Many construction companies give the responsibility of sales to their estimating department but building sales demands collaboration across departments. Don't be tricked ...

In the same way that a professional basketball team plays games with a clear strategy, a business that wants to be successful needs to do the same. One of the most important parts of a business ...

Entrepreneurs often find themselves struggling to improve their marketing methods for their products and services; they either don’t know where to start or can’t determine what they’ve been doing ...

As much as marketing has advanced its scientific approach to measuring and managing effectiveness, it is still much like a cross-country truck route that runs on a combination of superhighways and ...