Prospecting success and developing credibility with decision makers (especially senior decision makers) is driven by a salesperson's mindset. If you help your salespeople develop the mindset of true sales professionals, you will take an important step down the path toward creating a top-performing sales team!

We have all heard the cliché that customers most often buy from people they like. And while this is true, I believe that there is another more powerful tenet at play. I believe that people really like to buy from people they believe like them.

"It's not in the budget." Sound familiar? This is probably the number one objection most salespeople have experienced during the past two years...and it's not a smoke screen. What do you do when your prospects tighten their purse strings?

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Your company's process for training new salespeople does NOT need to be held hostage to the limited availability of busy senior salespeople or sales managers. Instead, you can make it possible for new salespeople to teach themselves most of what they need to know...and do it in an accelerated time frame!

In this article I explain my own areas of focus when I conduct five specific sales recruiting activities on behalf of clients. How do these areas of focus compare to what happens in your own (or your company's) sales recruiting process?

Delegation is the highest-leverage activity and one of the most powerful management tools available. But, to achieve this result, you must first be aware of how much initiative a person should be allowed based on their capabilities.

This interview is based upon The Five Promises of The Effective Leader, which are: To get strategic and organized; To validate your company's business model; To manage your company "by the numbers"; To get out of the field so you can lead your company; To do all of the above FAST!

Baseball umpires don't like to be told they're wrong. Neither do prospects. Or anyone for that matter. You can, however, help someone to doubt their beliefs, which is the initial hurdle in opening them up to your ideas.

Whether it's researching a company, researching an industry, or even researching a person, it's highly likely that someone has posted a blog article or written a report about your subject. What's more, you can sometimes even find "inside expert information" if you know where and how to look.

We've all seen list after list of things we need to do to increase our sales in 2012. This article provides consultative selling expert Mark Hunter's list of 7 things salespeople should NOT do.

Cold calling has probably discouraged more people from pursuing a career in sales than any other activity. After all, what could possibly be less fun than calling strangers, disrupting the flow of their busy day and trying to convince them they need to speak with you? Yet, cold calling can be an effective prospecting strategy when it is done in the manner described in this two-part article.

This 6-part series of recorded webinars examines six common reasons why sales don't close and teaches you how to avoid these performance-busting mistakes. Plus, the final video describes five sales closes that work!