In the ever-evolving realm of sales, the conventional pursuit of securing a “yes” may often lead to frustration and missed opportunities. This article focuses on the art of analyzing prospect responses reclassify a successful pitch with receiving an answer rather than just a “yes”.

It's that time of the year when many people are thinking hard about how to be better. Either to be new and improved or to work smarter, if not harder. For salespeople, that means focusing on what has been—and will likely remain—the biggest challenge: not just keeping their clients, but finding new ones. I wrote will likely remain because of one trend in particular. Salespeople must find new ways of remaining vital, as I've written here before.

Uncomfortable conversations are inevitable — and that’s why learning to navigate them is necessary for building healthy relationships and a successful career. Maybe you need to offer a friend or colleague some constructive criticism.

Most of us have a love/hate relationship with meetings. We dread attending because there’s usually a thousand other things we’d rather do with the time. Part of the problem with meetings is that we don’t think enough about them, says Donna McGeorge, author of The 25 Minute Meeting: Half the Time, Double the Impact.