Ah, summertime. Lemonade in a hammock. That novel you’ve been meaning to read. And, finally, a chance to pull the proverbial train into the station, exhale, and think things through. We spend most of ...

(By Loyd Ford) While we often talk in this column about recruiting and retaining the best sellers, recruiting and maintenance aren’t the only things that consistently grow revenue. It is also about ...

While it is valuable for a salesperson to ask questions — of him/herself, to and about customers, etc. — there are good questions and bad questions. Good questions are the ones that improve sales ...