• Just say no to “no.” There’s a longstanding mantra in sales: The … [More . . . .]

    Why Old-School Selling No Longer Works

  • Greetings! It’s that time of year when kids all over are graduating … [More . . . .]

    My Real-World Graduation Success Advice You Won’t Hear at a Commencement Address–But Should

  • If customer service isn’t rocket science – and it really isn’t – … [More . . . .]

    Caring for Current Customers: Rocket Science or Common Sense?

  • It’s no surprise the late Steve Jobs’ favorite music was written and … [More . . . .]

    The Good Times. The Bad Times. The Changin’ Times.

  • Surprisingly, the best price and best value is at the bottom of the … [More . . . .]

    10 Things Every Customer Wants

Today’s Top Sales Tip

Why Old-School Selling No Longer Works

Just say no to “no.” There’s a longstanding mantra in sales: The more no’s we get, the closer we are to a yes. Well, not in my book. It’s time to retire and toss this worn-out way of thinking. Out With the Old This sales mantra emanates from an old-school sales formula: Make 100 cold calls, talk to 20 [...]

...more

Recent Tips

This Week’s Top Sales Articles

Each week we select the very best sales articles from the major article sites, written by top sales gurus from around the world. We cull through until we find the 10 best pieces of sales advice – which we then share with you.  The four weekly winners then compete for “Top Sales Article of the Month” The 2013 weekly contest has now kicked-off and you can catch this week’s selections HERE

Latest Top Sales Hard Talk

Getting it Right at the Front EndPoor decisions can cost a company thousands, even hundreds of thousands of dollars in salary, expenses and of course underachieved revenue – unfortunately it can take months to discover an error of judgement. Dave Kurlan discusses what can be done DOWNLOAD

On Top Sales Management

Be a Superstar

We all like winners and can appreciate superstars when we see them. We admire the superstar athlete who is talented beyond question and helps his team win games. But we’ve seen superstars come in a variety of packages. Some are boisterous and obnoxious to their teammates, fans and opponents. Others are quiet and gentle, shy …more

Also on Top Sales Management

This Week’s Top Blog Posts

Nobody knows precisely how many blog posts are made each week in the “sales space” but it is probably thousands, and our aim within this section of TSW, is to select and recognize the best of the best.

But we don’t stop there, each of the twelve monthly winners then go forward to the “Top Sales Blog Post of 2013” as part of the annual Top Sales & Marketing Awards  HERE.

Latest Sales Management Issue

Creating Sales Compensation Plans for High PerformanceSales compensation plans that worked last year-may not be appropriate for next year. Compensation planning must be designed to pay for performance and attract top talent. Compensation programs must be strategic and aligned with corporate objectives. Are yours? DOWNLOAD

Featured Book:

Conversations That Sell by Nancy BleekeConversations That Sell

Today’s buyers want more from sales professionals than a simple
consultation. What they’re hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3 …where they, the seller, and the organization, achieve a winning outcome

Featured White Paper:

Bidding Tricks - The Secrets RevealedBidding Tricks – The Secrets Revealed

Why is it that some companies grow prosperous on the fruits of their success at winning major bids while others think themselves lucky to garner a few crumbs from the feast? Just why is that some companies consistently win more major bids than others? What do they do that makes them so successful? Jonathan Farrington’s latest white paper lifts the lid on “bidding tricks” DOWNLOAD

Upcoming Events

Top Sales Academy launchedTop Sales Academy Launched

Around 50% of all frontline sales professionals missed quota in 2012 – in fact, it has been the same story for the past five years. The standard and quality of sales skills has never been so poor – and are continuing to decline alarmingly. Why? We have the answer – Top Sales Academy is now launched. Full details here

Best Sales Blogger 2013 Best Sales Blogger 2013

Call for submissions. Closing date June 1st, so hurry! Details here

TUniversity_120he Sales Productivity University

This new eLearning site is a place where you can take short-courses to learn about different types of sales tools. Our goal is to keep it simple, and to stay away from industry jargon that over-complicates things. At Sales Productivity University, you’ll complete your course in 20 minutes or less. It’s free to register and it’s free to take the courses.  You’ll have all the knowledge you need so you can decide with confidence, which tools will be useful to you or your organization. More details HERE

Sales Management & Performance Exhibition June 6-7 2013Sales Management & Performance Exhibition

Sales Management & Performance is the UK’s largest free event for professional sales leaders. With some of the best-known names, thought leaders and industry experts offering cutting-edge advice and demonstrating the latest technologies, products and services; this event is sure to equip Sales Directors and Managers with the latest systems and tools to improve sales performance. www.smplive.com

Sales 2.0 Conference is in San Francisco on April 8th and 9th. Sales 2.0 Conference – London

The most popular conference on the circuit, the Sales 2.0 Conference is coming up in London on June 3rd. Register HERE

Women in Sales AwardsWomen in Sales Awards

When it comes to Diversity and Inclusion sales is one area where companies are looking; probably because sales have traditionally been a male-dominated profession. It can be a scary thing to do for anyone and can seem especially daunting for women. Women in Sales Awards is designed to find the most exemplary women in sales across the UK and Europe. Full details here