Category Archives: Sales Career Articles

There is a lot to like in the latest book we are reviewing, Nonstop Sales Boom, by Colleen Francis. First of all, this is not simply a sales book. This is a book about avoiding the boom-bust cycles that are a major stress on many businesses and creating systems that will drive consistent business growth

Robert Cialdini’s book, Influence: The Psychology of Persuasion, while not your typical sales book, provides a fascinating look at the science of persuasion and how buyers are influenced into making purchases. The author, a professor of Psychology and Marketing at Arizona State University, spent three years undercover in telemarketing organizations, car dealerships and fundraising organizations observing

We have said it many times. The world’s second oldest profession has changed more in the last fifteen years than it has through all of time. Dan Pink’s latest book, To Sell Is Human: The Surprising Truth About Moving Others, covers this evolution and if you love selling as much as we do, you will love this

One of our readers asked us whether they should hire a junior sales person or a telesales company. On paper, outsourcing the sales function looks quite attractive. Risk and costs are assigned to a third party that specializes in sales and management overhead is decreased. In practice things are a bit different and here is

Most companies have a good understanding of their ideal client, behaviors and buying patterns, but few differentiate between male and female buyers. There are mountains of studies that show that women and men think differently on a variety of different topics, so it stands to reason that they buy differently, so why don’t more companies