Mike Bosworth is probably the smartest guy I ever met in the sales training world. His first book, Solution Selling: Creating Buyers in Difficult Selling Markets, was brilliant, and full of great ...

SCENARIO: You're calling on a prospect that's been experiencing a series of problems for several years. They've tried several times to fix those problems but have not been successful. Your sales ...

The mantra of selling solutions has taken enterprise software by storm and nowhere is this more prevalent than CRM. Honestly, it seems like the more challenging and difficult it is to sell into ...

THE MAJORITY of us have faced challenges finding good salespeople. In my darkest days, I once found myself letting my entire sales staff of seven go because not a single one was covering their draw.

Lori Greiner is a former Shark Tank panelist now known as the "Queen of QVC" for her show Clever And Unique Creations. In nearly every episode, she talks about products that solve a problem. This ...

Changes in the way customers buy technology are stressing existing vendor channel and partner organizations, processes, and capabilities. As a result, companies need to rethink the ways they allocate ...

Sales management is the process of developing and managing a company’s sales force. The goal of sales management is to maximize the sales team’s performance and effectiveness. Therefore, the role of a ...

Opinions expressed by Entrepreneur contributors are their own. Transforming your team’s approach to sales requires a shift from just pushing products to creating genuine connections with people. And ...