For some of us, pre-call planning means research.  We may have to research articles, review websites, or simply get on the phone and start doing detective networking.  Different Sales Professionals do it in different ways, …

After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution.  And I have just the …

By Paul Bartick, Outsell Consulting
An internet service provider whose retention queue takes more than a million calls every month wanted help increasing their retention rate. Within 18 months their rate soared from 46% to …

These are trying times, but it’s no excuse for lack of performance. Sales pros in every field can take advantage of this down market and actually increase their sales. In markets like this, …