Are old fashioned sales techniques dead and buried? Probably, according to this fascinating article "Death of the old-style salesman" from earlier this year. I thought it was a great read. It struck a chord with me and definitely reflected the changes I have witnessed during my 30 years in sales. The theme of the article is to explore how sales techniques have had to change in the past few years and continue to do so. In short...

Regardless of the industry, many sales professionals have "tried and true" tools to help them achieve success on a daily basis. Sometimes, the longer a tool has been in the toolbox, the less comfortable someone is willing to give it up, even if it might not be as relevant as it once was. As hard as it may be, change, sometimes is a good thing. Here are some ideas and tools you may want to consider adding to your toolbox.

Despite having no qualms preparing for your presentation, you find your heart racing, your stomach queasy, and like cat got your tongue the moment you're delivering it? You're certainly not alone. Even seasoned speakers get crippled by the all too familiar presentation anxiety from time to time. Fear of mistakes, mental block and looking foolish are just some reasons behind presentation anxiety.

Have you ever wondered why some people are able to exceed sales targets easily and consistently and others try really hard and don't get the same level of sales success?

Here's my motivation check list...how many of these questions can you say YES to? If you alone are responsible for the sales results where you work, ask the questions of you. Otherwise ask them for your team and anyone who sells on behalf of your company.

Sound Like A Star To Sell Like One

How to Find Your 'Perfect Voice' Paul Feldman Interviews Roger Love

Roger Love interview about how important your voice is in sales

Everything you do creates a result. Some results you love. Some results you don't. Develop your mindset so you get to treat it all as feedback on how you're doing and crucial pointers on how to operate in future.

Firstly -- and I can't stress this strongly enough, be in no doubt that your sales results will be directly influenced by the quality of questions you ask. So how good are YOUR questions?

Ramping new sales hires quickly is one of the most important things a sales manager can do. It's also frequently overlooked as managers get pulled into activities more directly related to making the number for the month or the quarter. When it comes to saving the quarter or saving the new hire, most managers will save the quarter every time. The result is that new hires are thrown into a sink or swim situation, forced to onboard themselves into an organization and process they don't know. In the end, many good people sink. Here are three things every manager should do to get new hires productive quickly and maximize their hiring success rate:

How frustrating is it when you put in lots of hard work for little or no reward? Perhaps you've been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you've given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of a sale? We've all been there - it's frustrating and time consuming. The dilemma - do you chase old 'maybe' business or spend more time generating new enquiries? Closing a Sale in 5 Minutes...