The idea that sales professionals should focus time and energy on building customer relationships seems straightforward, perhaps obvious. Yet in practice, most sales organizations don’t give this priority the emphasis...

In professional selling, the sale is never truly closed until the contract is signed (or until the check clears). Chances are, you know from hard-earned experience just how many things...

Customer service. Sales. These are often two separate worlds that, in many companies, are designed to co-exist but not connect. The idea is simple: Sales focuses on attracting and closing...