Top Sales Articles - the best 10 sales articles every week

The 2015 Top Sales Articles

January

Joanne BlackForget the Shiny Toys and Wondrous Bobbles

The dinner table debate between me (a Boomer) and my son-in-law (a Gen Xer) went like this…I get where my son-in-law is coming from. Promoting fitness and making... by Joanne Black

February

Frank CespedesWhy the “New Economy” Still Needs Salesmen

Perhaps it’s time for a re-think of “Death of a Salesman.” After two decades of talk about the “new economy” and the “disruption” of certain professions by the Internet, you might think... by Frank Cespedes

March

Paul McCordYour Sales Manager is Why Your Sales Team is Failing

Currently it is common for sales managers at all levels to be called ‘Sales Leaders.’ Nice title that really doesn’t fit most managers. A true sales leader is very different... by Paul McCord

April

Keith RosenLost Sales and the Bottleneck Boss

When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and provide what you perceive as... by Keith Rosen

May

Frank CespedesAvoid these 4 Common Social Media Measurement Traps

Only seven percent say their organizations “understand the exact value at stake from digital.” Meanwhile, according to a Gallup survey, 62 percent of U.S. adults who use social media... by Frank Cespedes

June

Jill RowleyWhat Social Selling Isn't

Just like anything shiny and new, social selling suffers from a fair amount of hype. And with hype comes misunderstanding...Sales reps and leaders eager to embrace the next... by Jill Rowley

July

Deb CalvertIs This Why Managers Fail at What Matters Most?

We’ve been doing it all wrong. Maybe that’s why so many managers fail at their single most important job...It all comes down to how we define effectiveness... by Deb Calvert

August

Jill KonrathUse this Ridiculous Sales Stat for Nonstop Sales Growth

Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or your company... by Jill Konrath

September

Rejection – Why it is the #1 Enemy in Modern Selling by Dave KurlanThe Incredible Business Disconnect That Nobody is Talking About

Some disconnects are more serious than others.  For instance, when your cell phone drops a call, it may be annoying but you can usually redial and quickly reconnect. When you... by Dave Kurlan

October

Greg AlexanderDifferentiation - Is Yours Real or False?

Are you missing the number because you suffer from...False differentiation - differentiation that is not important to your marketplace or a false... by Greg Alexander

November

Jeff ShoreWant Better Results? Align Your Sales Strategy With The Communication Curve

I fly on planes – a lot. I’m not much of a talker on a plane; I prefer to put on the noise-cancelling headphones and cocoon...I confess that to me... by Jeff Shore