We all know negotiation starts at the beginning of the sales process, in the first interaction. Thus, final commercial negotiations are framed by much of what has already transpired. But it's never too late to improve your negotiation position and eventual outcomes. This post shares best practices to make improvements in the late stages.

The well-known 80/20 law says that 80% of the results come from 20% of the effort. If you are a sales rep this implies that you should figure out what activities make up the 20% and do more of them. Easy to say, but hard to do. However, this post outlines 3 steps to improving your sales productivity.

As we are in prime vacation season, there is the risk that some of your deals will stall - perhaps to never restart. How do you keep deals moving in a way that is valuable to both you and your customers? You need to think strategically about maintaining momentum.

A recent purge of my clothes convinced me of the truth of "less is more" because it has simplified and streamlined my life. This is a “simplify your pipeline” post.  Read on to see how to purge your pipeline of the deals that have "no chance" written all over them - if you know where to look.

Every sales manager will spend time in the Cycle of Despair, spending all their time plugging gaps. The key is to realize it and break out of it. This post addresses the cause and proposes some ways to fix it.

If you had the time and resources of the NFL, you would probably have a near perfect hiring success rate for your sales team. But you don’t have their resources. And therefore, your hiring success rate is probably in the range of the typical sales organization – 35-50%. This post covers proven ways to improve your hiring success rate.