We've all seen list after list of things we need to do to increase our sales in 2012. This article provides consultative selling expert Mark Hunter's list of 7 things salespeople should NOT do.

Cold calling has probably discouraged more people from pursuing a career in sales than any other activity. After all, what could possibly be less fun than calling strangers, disrupting the flow of their busy day and trying to convince them they need to speak with you? Yet, cold calling can be an effective prospecting strategy when it is done in the manner described in this two-part article.

In this video the discussion changes from reasons why sales don't close to sales closes that actually work. How do I know they work? Because these are the closes that I have used personally during my 25+ years in sales and sales management!

This video examines the final two reasons why sales don't close. Both of them relate to disconnects; specifically, the disconnect between the desired close time frame and the mix of opportunities in a salesperson's pipeline, and the disconnect between sales cycle length and how the sales compensation plan is structured.

This video explores the challenges involved in attempting to make large sales to prospects who have never previously purchased from your company, plus proven strategies for improving your chances of winning these large opportunities.

This video explores key reasons why demonstrations and presentations fail to produce orders and how to structure demonstrations and presentations to advance the sales cycle toward closure.

This video explains how poorly prepared proposals can stall sales opportunities and how properly written proposals can grease the skids for closing the sale.

This video explains why doing a great job at the FRONT end of the sales process is so critical to winning business at the BACK end of the sales process.

This 6-part series of recorded webinars examines six common reasons why sales don't close and teaches you how to avoid these performance-busting mistakes. Plus, the final video describes five sales closes that work!

By listening to Sam's interview you will learn: Web search secrets that you never thought possible for finding leads, creating lists, uncovering opportunities and understanding decision makers; Tips and tricks for using social networks and "hidden" websites as sales and competitive "intelligence agents"; How to use information to make a big-time impression with any prospect and build a deeper relationship with any client.

Cold calling has probably discouraged more people from pursuing a career in sales than any other activity. After all, what could possibly be less fun than calling strangers, disrupting the flow of their busy day and trying to convince them they need to speak with you? Yet, cold calling can be an effective prospecting strategy when it is done in the manner described in this two-part article.

Wendy Weiss, The Queen of Cold Calling, teaches you how to communicate most effectively by phone and make cold calling the most proactive, productive and profitable way to grow your business in 2012!

Earlier this year Wendy Weiss, the Queen of Cold Calling™, was interviewed by a publication in South Africa. This article is a compilation of recommendations that she shared during this interview.

By listening to this interview recording you will learn: Why what you've been taught about referrals is dead wrong; How to discover who your clients know; How to make your clients comfortable introducing you to great prospects; How to motivate your clients to make direct introductions; How to nail down one-on-one meetings with prospects.

"Why isn't it okay for a salesperson to take "no" for an answer? Why are salespeople perceived as non-performers when they accept that "no" can be the answer?" WARNING: This article provides answers to these questions that may be different than you expect!

I talk to many business owners and managers who do not have much experience with sales recruiting (or more specifically, successful sales recruiting). They ask me a lot of questions about numbers and ratios. This article takes a granular look at the steps in the sales recruiting process and (where appropriate) the numbers I experience with each step.

Identifying the elements that make up credibility is important because a high score on one or two elements does not guarantee a high credibility rating. It's the interplay between elements that matters. Once you know the elements and see your strengths and weakness, you can take positive steps to boost your credibility in the eyes of others.

Companies refer to numerous different kinds of training as "sales training." Unfortunately, the sales skills portion of the training (and the related practice) is often insufficient to provide you with any sense of confidence when you start working with real, live prospects and customers. How can you overcome this challenge that is faced by all new salespeople?

If you focus on selling just a few of your company's products and services and demand for those products and services softens, where does that leave you? In a world of (financial) hurt, that's where! This article explains how to avoid this revenue/profit/commission-reducing trap.

Ever have that prospect who doesn't follow through with what they promised to do by the next call? Don't just say, "I'll give you a call back in a few days." Take advantage of the situation and get them involved!