ARTICLES

Why Common Sales Practices Create Common Sales Problems (10//07)
By Mike Shannon, Growth Dynamics

Many people believe that the art of successful selling is dependent on effective presentions, in-depth product knowledge and "relationship building" when indeed those very traditional beliefs can cause a variety of problems. Read More

Are Your Sales People Afraid of 'NO"? (11//07)

By Mike Shannon, Growth Dynamics

Sales is one of the hardest professions in the world - and the least understood. Until you address the fundamental issues messing up the minds of your salespeople, do not expect much change in the results you see. Read More

White Paper: "The Modern Science of Sales Person Selection"

By Dave Kurlan, Objective Management Group

For more than 40 years, companies have been attempting to find a more accurate way to select salespeople who will succeed and, at the same time, reduce turnover in their sales organizations. Read More