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I can think of nothing more exciting, yet fraught with risk. But this is an opportunity--it's an opportunity that has not existed for several generations of marketers and sales people. It's an opportunity for new leaders to emerge, and for profound shifts in the way we engage, serve, and create val Read More

Salespeople that work for small firms know how to fight above their weight class. Those who work for giant organizations need to remember how and why they lose. Read More

The curse of short-term goals is that they work against long-term goals and long-term relationships. The price is too high for business and individual salespeople. Read More

Business acumen is a critical skill to help sales organizations meet their sales objectives. Here are 5 common pitfalls to avoid. Read More

Without the pre-work, quarterly business reviews can easily turn into a forum to voice complaints. This is not the goal of your quarterly business review. Read More

I'm grumpy and disappointed---we, as sales and marketing professionals, can be so much better than this. We have so much more capability to better engage our prospects and customers. We have so much capability to build and nurture relationships. We have so much capability to demonstrate and create Read More

Great salespeople outperform other salespeople because they make a difference for their dream clients. They find a way to make their offering the very best offering. Read More

Speaking poorly about your competitor forces your dream client to go on the defensive. It forces them to defend their decision. This is the last thing you need. Read More

Many entrepreneurs find it difficult to sell, myself included. However, there's no argument that we need to sell our products and services in order for our businesses to make any money.

I actually find the whole selling process intimidating, so when I saw this article on storytelling - it caught Read More