Will Fultz is the author of Top Sales Blog , an Internet marketer, and a still a practicing salesperson for a Fortune 500 paint & coatings company. Will is a former Marine who was honorably discharged after serving from 1996-2001. In 2002, he started his outside sales career. Since 2005, Will has worked directly at the manufacturing level in sales. In his current industry, Will has achieved overwhelming success in both industrial and commercial coatings, becoming a trusted business advocate to his clients. He has received numerous sales awards for high double-digit sales increases annually, triple-digit sales increases on a monthly/quarter basis, and the ability to obtain large volumes of market share from his competitors in record time by providing solid business solutions to his clients that have increased their bottom line. Will currently represents a Fortune 500 coatings company in sales, but also runs one of the most successful sales blogs on the net at Top Sales Blog, where he supplies other sales professionals with sales commentary and insightful articles.

I’ve often spoke of the importance of making sure your proposition includes how the customer stands to benefit from decreased costs, increased productivity, and recovering lost revenue or profits. While many retail customers may still buy based on these factors just like B2B customers, there is an overwhelming “X” factor that is more present [...]

Good presentations can be extremely effective when trying to “turn” a prospective customer. While there is usually too much emphasis that is put on this part of the sale (i.e. “the close”), it is not doubt an important part of the sales process in most cases.
When giving presentations, salespeople often spend too much time [...]

Your time in front of a prospective customer is extremely valuable. The hardest part of the sales process can sometimes be just getting quality time in front of the prospect to ask questions. When you get to this point, you definitely want to make the most of your opportunity. You never know, [...]

Have you ever tried to implement a new sales process with prospective customers in your sales career? If you have ever sold for a living, you have. You have to start somewhere, right?
Whether you were just a new salesperson or were just trained on a new way of selling, we all take a [...]

Far too many salespeople turn to their boss or company for their personal motivation to be successful in sales. This is a huge mistake, as salespeople need to be responsible for their own motivation if they want to become successful.

You might have had a sales manager or boss that was an excellent motivator in your [...]

The term sales management is very misleading, because the emphasis is really on the word “management” and not “sales”. Ultimately, this means the game changes dramatically for an individual who is making the jump from salesperson to sales manager.

While there are many responsibilities that come with being employed in sales management, perhaps none can turn [...]

If you desire to make more money and work less in you sales career, then it would be in your interest to invest time in learning how to properly qualify prospective customers. More than any other sales activity we perform, this separates the winners from the losers in sales.

The #1 reason most salespeople fail in [...]

Early in my sales career, I thought a referral was nothing more than getting a phone number and a name from one of my customers. After calling a few of these supposed prospects, it didn’t take me long to realize that this was nothing more than a glorified cold call. Check that, calling it glorified [...]

Many years ago, I remember the first time I saw a BlackBerry from one of my “tech” friends who was a real estate broker.  I remember thinking, “Why in the world would anyone who sells real estate need to receive emails in real time?”.  Now that I live in the ever changing world of 2009, [...]

Sales burnout can be one of your biggest enemies when working in a sales capacity. Fear not, however, because just about every salesperson or sales manager has dealt with this problem on some level.
Sales burnout is primarily caused from an imbalance in your personal life. When you do nothing but work, your mind [...]