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However seriously we take our responsibility to sell, it's really meaningless until the customer accepts their responsibility to buy. But too often we forget this, getting frustrated ourselves, as well as aggravating the customer. Read More

The sales organization is responsible for executing the company strategy with customers! No if, or's, or but's! But too often, I see sales people and managers failing to do this. They focus on the same old things---the same customers, the same segments, the same products. It's natural human behavio Read More

This is the age of the Utilitarian or Economic buyer and the Cost-Benefit Analysis, where buying decisions are all very rational - or are they? Read More

Salespeople are reporting the demise of small talk and other social niceties in the buyer encounter. But, what does it mean for the relationship sale? Read More

We recently discussed some top tips for creating great presentations. However, in this post we’d like to discuss some great alternatives to just defaulting to Microsoft PowerPoint. There are a growing number of people now relying on cloud based Internet Read More

Teaching and learning is a journey, not an event. A single class, lecture, or homework assignment is insufficient to achieving the outcomes teachers desire. Effective teaching is a journey-- a series of things that happen in a relatively structured manner (sounds a lot like a process) to achieve ou Read More

A recent study by professors at Brown University and the University of Colorado-Boulder found that consumers widely differ when it comes to how they approach buying a product. Some people require a lot of information, and prefer details — and others make more of an intuitive decision. The interesti Read More

Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in growing their business. At dinner one evening, I was talking to a three executives, comparing notes on a new tool each was considering buying and implementing... Read More

Like most of us, I’ve come to rely on—and use as an excuse—constant on-line accessibility.  Email, Twitter, blogs, instantaneous web access.  Imagine my Read More