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Rumours of death of the sales professional have been greatly exaggerated! There is no doubt that web 2.0 and social selling is changing the seller - buyer dynamics; but don't overlook the ability of the sales professional to evolve, and the need that smart buyers continue to have for that same sal Read More
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too many sales organizations rely too heavily on retention, and leave themselves vulnerable to losing enough revenue to have an awful year. Read More
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Writing a business proposal for the first time can be difficult. To make this easier we’ve compiled this list of ten writing strategies for developing your next sales, government or research proposal. Read More
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The differences between B2B and B2C are much smaller than most would have you believe. Success in both comes down to understanding and delivering to the buyers' requirements. Read More
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Who are we selling against?  It's a question I hear as I do deal reviews everyday.  I see variants of this in blog posts, LinkedIn questions, and other Read More
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The author tells a short story whose lesson about which questions media sellers should avoid is engaging and fun. Read More
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“Talent is God given. Be humble. Fame is man-given. Be grateful. Conceit is self-given. Be careful.” — John Wooden

No additional commentary from me required. Read More
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If you are to stop entrenching yourself, the first thing you must learn to do is to stop defending beliefs that no longer serve you. Read More
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I've been having an off line discussion on competitiveness and agressiveness in selling.   In the discussion, terms like sales is a Blood Sport,  or sales Read More
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The commitments that you need to move your opportunity aren’t only for you. Most of them are equally or more important to your dream client! Read More
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