We all know that getting a lot of no's can be discouraging, and we also know how successful we are when we're highly motivated - nothing can stop us! So what is the key to staying motivated?

Let's face it -- today's business world is competitive. Besides the normal objections you get (no money, price to high, need to talk to, etc.) a common objection that blows out 80% of your competition is, "I can get a better deal elsewhere."

I've been listening to a lot of sales rep's recordings these days while I prepare for some custom inside sales training seminars, and I can't tell you how bad I feel for so many of you!

Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.

In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn't happen. There are lessons to be learned in sales gone awry.

Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.

Five amazing secrets you need to write killer scripts.

So your last three closes in a row blew you off with the "We're just not doing anything right now," or "We need to hold off on anything new until things get better," or some variation of this.

One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious red flags prospects give during the initial call.

Have you ever caught yourself doing it? You deliver a great presentation, think that your prospect is with you, but you just keep pitching.