Here is a guest post from Geoffrey James author of the Sales Machine blog on BNET. In his post he offers 8 Thing NOT to do on a Sales Call: Read his original post here , or just read below: I recently stumbled across an article “8 Things Not To Do on...

Steve Martin, of the Heavy Hitter Sales Blog, has composed a post on the Seven Deadily Sins of Sales. Are you failing to acting like a short-term thinkers and a long-term planners? Are you not Many salespeople taking the time to understand how customers...

How Stressed is Your Job Making You? We found this simple 10 question test that you can take to measure the level of stress that your job is causing you. According to energy psychotherapist and coach Bruce Schneider, Ph.D., the “catabolic” energy that...

Struggling with what to wear to the office now that temperatures have risen? Lynda Goldman, the business etiquette expert, offers these tips for avoiding unflattering, unbusiness-like summer styles: 1. Golfer gone wrong: Polo shirts tucked into pleated...

Recognizing that on-the-job sleepiness can affect the bottom line -- the Sleep Foundation puts the annual cost at $100 billion in lost productivity, health care costs and employee absences, among other factors -- companies are coming up with novel ways...

If you look at the common traits of successful salespeople, the most vital one is energy --the ability to go the extra mile and still have energy in reserve. Sure, some people succeed without tremendous amounts of energy, but countless others achieve...

Have a free moment? Take a minute to read this artcile from MSN Money about the rising costs of healthcare that employers must pay to combat America's expanding waistlines. Some companies are providing incentives for employees to join gyms, others...

Question from a Subscriber: How do you warm up your prospects before a cold call? Wendy’s Answer: You warm up for your call by doing your homework ahead of time. That includes: 1. Understanding the issues and challenges that confront your prospect 2....

Networking is still the number # 1 way to meet new prospects, get referrals, and build up your business. Here is a list of 21 networking hot spots: 1) Chamber of Commerce- A tried and true spot. 2) Any Business Journal Event- These are events sponsored...

Dear Colleen, How should I dress when seeing clients - especially for a first meeting? Thanks, Scott Hi Scott, I find that in today's selling world more and more sales people think it's OK to get away with a casual look in front of their clients...

Jill Konrath is always insightful... but the EyesOnSales Editors think that she really hits the mark with this one. In this new post Jill writes you- the salesperson- a letter from the frame of reference of your prospective customer. Have you ever thought...

Question: You say to use first names when you make a cold-call. Should we be concerned that it shows lack of respect (depending on the person we are cold-calling)? Response: No, using first names does not show disrespect. I’d argue that wasting people...

Here’s a list of questions that will assist you in discovering the ideal career for you. Create it first, then attract it. Have fun with this! In other words, don’t get hung up on what you think is feasible, available or possible. Just create what you...