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On Friday, I had the pleasure of speaking with my friend Charlie Green (as well as the rest of the group on Future Selling Insitute's Office Hours). Charlie reminded me of a critical issue--I think I knew it, but it was unconscious. Charlie reminded me that leadership, and sales, is so complex that Read More

YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices. Just last week, I watched an exchange between their sales leader and one of the top reps that hit me (and the rest of the group) right between the eyes. It pla Read More

While technology is important and continues to contribute to and improve B2B selling, it is not a replacement for the sales professional. True sales professionals can and do engage those who automation misses, which just happens to be the majority of the potential market. Read More

Salespeople love to complain that all the customer cares about is the price. When we don’t get a deal, we’re quick to point to our higher price as a major cause of defeat. My friend Anthony Iannarino has written extensively Read More

If Oprah can have a book club, why can’t we? I am inviting you to join me in a new venture: The Sales Blog Book Club. Read More

There are all kinds of ideas about why sales is broken. Selling is broken because of a lack of honesty and integrity. But not on the part of salespeople alone. Read More

Frankly, we don't need sales people if the only issue customers are looking at is price. We can handle virtually everything through Internet communications or perhaps a few phone calls. Fortunately, that's not the case in most of what we do. Price will always be a key issue in every decision Read More

If you would have your dream client, know that it takes grit, it takes determination, and it takes a long view. Sometimes it takes waiting someone out. Read More

Today’s guest Jeff Erramouspe discusses how sales and marketing need to and can come together around one process. Jeff outlines three ways marketing automation can help sales even after the handoff from marketing. Read More