How do you craft an effective sales pitch? First, ditch the “pitch”—or at least neglect the traditional meaning of the word. It basically describes what salespeople used to do: throw ...

Joint sales calls can take place over the phone or in person, depending upon the circumstances of the call. As a manager, you might have to join one of your sales reps on a call at some point.

In my last post, I shared a simple way to distinguish a potentially good sales hire from a bad one via a single email exchange–at the start of the application process. My next step in vetting a ...

The sales industry has come up with a host of tools and services to make the sales process more efficient. But it's still challenging, particularly if you're developing business all on your own.

Salesperson Orientation Checklist. ... or if they are expected to forward them to their cell phone for immediate action. Inform the salesperson if any parking spaces are off limits.