Webster’s Dictionary describes the term “sales” as the art of promoting the sale or to influence and induce a purchase. This can be expanded to state that a sale is the act in which the seller convinces the buyer to make a purchase through either trust, understanding, and relationship. The fact of the matter is that everythign you do in life is somehow related to a sale. Do you...

When I train new account managers I have a module that is based on “closing the sale”. One part of closing the sale is learning when to shut up and let your best weapon work for you… silence. Up here in the true north I have had the experience of working with many different account managers during the past. There are some that stick out in my mind because they had the technical knowledge, th...