Aware salespeople are the greatest asset to any successful business; they will naturally display all the attributes we associate with success. Whether selling complex solutions or simple transactions, an aware salesperson will always stand out.

Refuse to Lose

What It Takes to Get Back in the Fast Lane in Sales

Martin Limbeck describes how sales professionals can get back in the fast lane--even in tough times with budget cuts, well informed clients, and comparable products. He shows that the ability to sell is within all of us. What it takes to be successful is the right attitude and tenacity.

The Rise of the Procurement Executive

The Top 9 Procurement KPIs you must understand to sell to enterprise

The Chief Procurement Officer is a powerful force in most forward thinking medium to large enterprises. Procurement teams manage themselves according to very specific and quantifiable key performance measurements, which you need to understand and align your enterprise sales strategies with. These KPIs in turn become the benchmarks for supplier evaluation, as well as contract negotiation and renewal. This article details the top nine KPI's for todays modern procurement teams.

Just because your sales process makes it sound like success from buying your product is a black-and-white issue, your prospects know differently. They don't always make rational choices.

If your business is like thousands across North America, then you face unprecedented challenges to growing new sales. Your customers are slow to act. Prospects are afraid to spend money. And your sales team is struggling to get close to hitting the quota you set for them.

They are inextricably connected. There is no "do" without a lot of "try's". It is impossible to do anything without first trying out options for what to do. Doing is a product of trying, not a replacement for it. That's not just wordplay. It's an important lesson in getting started on achieving the results that you want for you. Your mission isn't to do anything. It's simply to try something. And then try something else. And keep trying until what you want to achieve is what you are currently doing.

Many salespeople don't take action. They mistake low barriers to entry for low effort being required to succeed. Turning up at 9, leaving at 5 and doing the bare minimum is not the way to behave as a professional. Taking the easy route is not the path to professionalism. Ultimately, professionalism is not where you came from, which school you went to or which career you picked - professionalism is what you do consistently.

I would far rather hire someone with all of the right attitudes and potential and train them on the skills side than I would wrestle with someone with all of the skills and experiences who cannot be bothered any more!? Selling provides virtually unrivaled opportunities for anyone who is prepared to commit themselves.

Selling in a Recession

5 Strategies for Selling in Tough Markets

Even if there is not as much business out there, then you need to be more active, more focused and more targeted. If your competitors are easing off a little, now is the time to up the anti and grab your share of the market.

The more you do, the more positive the mind remains and the closer you get to peak performance. Everything comes in direct proportion to the effort excerpted. Do nothing and you worry and get depressed, which leads to low performance. You must know your vision and walk your talk, even during down times, to maintain peak performance.