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Recent chatter within some sales trainer/author circles suggests the demise of relationship selling is upon us or that at the very least relationship selling is no longer sufficient in today's marketplace.

I can only wonder what "relationship selling" must mean to these people for those suggesti Read More

Sales training and education for sales practitioners covering topics relating to professional selling and a professional sales practice. Read More

A sales enablement tool, the sales playbook contains a company's measurable, standardized (documented, uniform, etc.) and repeatable best practices (i.e., methods, techniques) and is used both in training and in the field to enable sales practitioners to sell more effectively. Read More

In depth discussion about why sales training fails to measure up to expectations. The main reasons given for this productivity pitfall were lack of reinforcement and faulty sales processes often labeled as "Traditional Sales Training". Read More

The writing is on the wall for print magazines. The same or better content can be found online faster and at a fraction of the cost. Read More

Great discussion about the misinformation and hype about selling being spread both online and offline. The WORST sales training provides guidance on how to be effective in Fictional Selling. Close behind, and very related is the type that teaches sales survival tools instead of sales success tools. Read More

You know how writers get writers block yeah? Well I've got salesman's block. I just can't bring myself to make calls. Fear of rejection is most likely behind it and resentment of all things. Read More

It seems clear that the future of professional selling is and always has been a topic of interest for many who sell for a living. What do you see as the future of professional selling? Read More

Do salespeople with insight, such as, for instance, knowledge of a prospect's unique situation, have an adequate learned process to gain positive outcome? Read More

It was recently suggested at a "Sales 2.0" conference that "of the 18 million salespeople currently in the United States, fewer than 3 million will be needed by 2020". Read More