• Regardless of your industry or your target market, it's critical to develop … [More . . . .]

    In the Know and on the Grow: How Understanding Your Clients Can Improve Your Business

  • Do you know exactly what to say to a prospect or customer that captures … [More . . . .]

    Why Should I Talk to You?

  • Welcome to “Stop Guessing! Sales Accuracy Redefined.” In this article … [More . . . .]

    Measuring a Pipeline in Percentages

  • For the past several years I’ve heard a great, loud chorus composed of … [More . . . .]

    No, the American Dream Isn’t Dead–Jaime’s Story

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    3 Tips to Warm Up Your LinkedIn Prospecting

Today’s Top Sales Tip

In the Know and on the Grow: How Understanding Your Clients Can Improve Your Business

Regardless of your industry or your target market, it’s critical to develop a continuous and expansive awareness of your clients and your market. Many small business owners are operating in “tunnels”—they don’t have real intelligence about where they are, how well they are doing or even what they need to do next, but they keep [...]

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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

A Better Way to Gain Referrals - Paul McCordWhy do so many salespeople struggle to obtain quality referrals? It doesn’t need to be that way … DOWNLOAD

On Top Sales Management

The Leadership Principles That Matter Most

It is a bit daunting to write an article with the title I just typed. It reminds me of those questions you get asked during ice breaker exercises or at dinner parties . . . “If you could take only five books to a desert island what would they be?”

I’m not very good at those kinds of questions. The longer I think about them, the more answers I have.

Presuming to list the “leadership principles that …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

The Key to Explosive Revenue Growth: Measuring Sales Productivity vs. Quota AttainmentNancy Nardin discusses her upcoming Top Sales Academy presentation on May 21st  DOWNLOAD plus you can still REGISTER HERE

Featured Book:

The truth About Leads by Dan McDadeThe Truth About Leads

Revealing little-known secrets that focus your lead-generation efforts, align your sales and marketing organizations and drive revenue.

Featured White Paper:

Selling to Technical Professionals Babette Ten HakenSelling to Technical Professionals

If you are a sales person who avoids calling on manufacturing and technology-intensive companies full of engineers because they make you feel stupid, read on! You may be leaving out what potentially could represent a new source of business revenue. 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

The Changing Sales Force: How the Latest Trends Could Affect Your RevenueThe Changing Sales Force: How the Latest Trends Could Affect Your Revenue

Tuesday, May 21, 2013, 11:30 AM – 2PM – Westin Copley Plaza Hotel, Boston, MA

Thousands of CEO’s and senior leaders have attended these keynotes and this is one of only two scheduled New England appearances in 2013.  This provocative presentation will help your company get on the path to greater and faster sales and profits despite the uncertain economy. Please click here for more information and to register.

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