You or your salespeople are on a call.  Is it an uphill battle?  Do you feel like you need some luck to win the business? Are you up against an incumbent - and your prospect is happy with them?  Are there too many competitors - and you are having trouble getting noticed?  Does the prospect claim to only care about price - and you aren't the lowest?  Do they just want a proposal or a quote - and you feel like you need to provide it to them?  Do you have trouble winning most of the time?  Do you almost always face resistance of some kind? Is it difficult to simply get a meeting?I wrote an article for the SellingPower blog where we discuss the challenges of being an underdog. Read it to now to learn how you can outsell the big companies.

Another one of my articles was named the Top Sales Blog post of the week.  If you missed it, I explained how coyotes show us the importance of external motivation.

Sales VP's, Sales Directors, Regional Sales Managers, National Sales Managers, Local Sales Managers, CEO's, Presidents, Channel Sales Directors, Inside Sales Managers, Board Members and more come from companies of all sizes and industries to attend our Annual Sales Leadership Intensive (where we limit attendance to fewer than 30 attendees) in May.  Every graduate says that this is the-best-training that they have ever attended.  We focus on showing, demonstrating and training sales leaders to coach salespeople in the most impactful and effective way, and nobody does this like we do.  Coaching is how you impact important deals.  Coaching helps you develop salespeople.  Coaching leads to revenue growth.  Nothing - and I mean nothing - has a greater impact on the sales organization than when you spend half of your time coaching and you conduct coaching the right way.  If you would like to join us, we would love to see you there.  This embedded discount code/link will give you a special 30% discount. [Update - Sold Out]

There was a tremendous amount of interest in these ten articles over the past 4 months:

Uncovering Pain Doesn't Close the Sale and the 3 Conditions That Will

On Our Doorstep - 5 Keys to Prepare Your Sales Force for the Recession

Why More Salespeople Suck Than Ever Before 

Why Company Methods to Rank and Compensate Salespeople Are All Wrong?

Proof of How Poorly the Bottom 74% of Salespeople Perform

One of These Two Assessments is More Predictive of Sales Success

The Challenges of Coaching Different Types of Salespeople

How We Discovered They Had the Wrong Salespeople

Why This is Such a Great Sales Book

Sales Performance Improves When You Stop Worrying About Your Words