Jeff Pankoff

There is no question that developing skills in time management and efficiency are critical to career advancement.

Today’s sales professionals find themselves facing unprecedented, and often uncomfortable, change.

Competition has definitely been attributed as one of the primary reasons American business has been so successful. No surprise then, the American workplace is also competitive as well.

So what is “sales enablement?” Upon hearing a new term – if you’re anything like me – your first stop is Google, Bing, or Yahoo Answers.

Customer relationships are the lifeblood of any seller’s career. The ability to attract clients, build rapport and start sales conversations ultimately determines the level of success that a salesperson will enjoy.

A lack of confidence when interacting with potential buyers is a sure way to sabotage a sales discussion. Here are four ways salespeople can improve upon their interpersonal skills and become more confident when dealing with prospects.

Are your sales presentations more like a Gettysburg Address or a Gettysburg Oration? Few people know that President Lincoln was actually the secondary speaker at Gettysburg. 

Vincent’s closing numbers were not what he had been hoping for. He asked his manager, Lynnette, what she thought the problem might be. After a little role-playing, Lynnette suggested that Vincent was spending too much time selling “from inside a box.”

Summertime can be a difficult time for salespeople. Vacations, seasonal businesses, and other distractions can make it more challenging to get in touch with decision-makers. LinkedIn is a smart way to be more productive during these months.

As we enter Q3, sales professionals in all industries are likely pondering the same question: Am I on track? If the answer, based on the best available hard numbers and the most objective real-world assessment, is “no,” then it’s likely that another question is looming in the shadows behind the first one: How do I get back on track?