Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds...

To some, networking means simply meeting or calling someone new for what might be a one-off discussion or event.

Many web users like heading to Facebook for discounts, but some research suggests emails may be preferred—and more effective. Click to read more...

If there is a kink in your revenue cycle, chances are your lead scoring system isn’t what it could be. Click to read more...

A business absolutely devoted to service will have only one worry about profits. They will be embarrassingly large. -- Henry Ford

Learn the skills, techniques, and strategies of Top 20% sales producers. Inside sales tips that really work! Listen now...

When it comes to social media networking, most sales people currently fall in the category of “Unconsious Incompetence” – they do not know, and they do not know that they do not know.

Did you know you are not alone when you are closing? Your customers will help you. Watch John Von Achen's video and learn how you can empower your customers and get their support when you are closing the sale. Watch now...

Is it easier or more difficult to close sales now versus last year?

One of the great leverage questions you could EVER ask yourself is, “Now that I have this, what else does this make possible?”

A reader asked an interesting question about the relationship between sales assessment performance and income. Click to read more...

You've heard everyone talking about how powerful social media is for marketing your business. How if you're not using it to market your business you're is stuck in the 80's.

The progress of sales as a profession is often hampered by myths, misunderstanding and plain ignorance.  Over many years of testing, recruiting, researching and training salespeople...Click to read more...

Can you deal with tough negotiations? Check out this funny pic.

The Social Competence - Character Model is a prescriptive Sales Performance theory developed in 2006 by Cay Clemmensen and...Click to read more...

If a man smiles all the time he's probably selling something that doesn't work. -- George Carlin

Did you jump on the Social Media bus early, but still haven’t gained any traction or seen results? Perhaps you tried a few things but soon gave up...

Handling objections is always a challenge for sales people. Watch John Von Achen's video and learn how you can boost your abilities in handling objections in these tough economic times. Watch now...