Learn how connecting with prospects on social media can improve your lead-generation efforts.

Selling a short-term rental in a competitive market can feel tricky. There are more properties for sale, buyers take their time, and prices are not as easy to predict as they once were. Even good ...

Forbes contributors publish independent expert analyses and insights. I’m an investment sales broker and real estate investor based in NYC. If you’re holding commercial real estate property, there may ...

In his book, “Myths vs. Science of Selling,” Bizzi, professor of strategic management at Cal State Fullerton’s College of Business and Economics, examines more than two-dozen elements involving sales, ...

Process beats perfection: Following a structured sales process consistently is more valuable than chasing the “perfect” method. Five-stage framework: Plan → Prospect → Impress → Win → Nurture — a ...

If your firm has a client, it has a sales process. After all, somehow, a buyer of legal services became aware of your firm and expressed interest. When a specific need arose, somehow the buyer thought ...

“One of the biggest mistakes well-intentioned HVAC contractors make is sending their sales team, consultants, technicians, and CSRs to different sales training to learn different processes.” Any work ...

Every business goes through a similar series of steps to make a sale. Understanding how the sales process works will help you maintain a consistent approach to turning leads into customers.

I’m from a family of salespeople and nothing grates on me more than a salesperson representing something they don’t believe in. Any company is better off with a shiny website touting features than ...

Selling is one of the most important business activities, yet many women approach sales in their business with trepidation. We don’t want to sound pushy, we don’t want to use pressure tactics, and we ...