The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.

Overall, knowing how your numbers equate to your actual results and success is what each Top 20% producer thoroughly understands. You should too. Why not start today?

The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.

Everyone is complaining about the market. Things are bad; the worst I've seen. Business is slow and yet all of my clients are doing well. They will survive this. Some companies will come out of the recession stronger than they went into it. You too can survive this econmy by following these tips.

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.

I received an Ezine topic request this week on how to handle ongoing customer contacts without appearing to be a pest or without seeming to call just for another order (which was the reason this sales rep was calling!) Do you ever face this situation?

First, I'd like to thank you all for your Ezine topic requests. I'll do my best to answer them, and generally I look for multiple requests on the same subject. And there are a lot of them because let's face it - we're all struggling with the same objections though in different forms.

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."

One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play.

For those of you who have been through training with me, or have purchased any of my training material, you know that I am BIG on preparation.