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Technology's (e.g., Sales 2.0) impact on selling comes up periodically in discussions about "Science" in selling. Master practitioners understand that the emergence and evolution of innovative enabling technologies is changing "how" salespeople do what they do but is not changing "what" salespeople Read More

Are there any "unbiased" entities rewarding excellence in these types of categories preferably on a national or international level? Read More

It seems that outside the blogosphere, and especially the more marketing focused sites, business people have no clue what Sales 2.0 is... Read More

A discussion online about the resurgence of selling due to Internet access, collaboration enabling technologies, crazy busy buyers, and rapid change as opposed to the death of selling for the same reasons. Read More

A real life story about a young boys adventure in learning how to fish. The story is analogous to how many people learn how to sell. Read More

John Voris responds in depth to the hype concerning what many are calling, "The demise of professional selling". John goes on to outline the difference between information and knowledge. Read More

Then there are the "futurists," predicting how technology is going to change the world of selling, virtually destroying the sales profession while creating untold opportunities for companies to increase sales and profits. These are the same futurists who upon the invention of the telephone predicte Read More

VISION: In my opinion, everyone has a vision, no matter how limited it may seem, of what they perceive to be the good life.

GOAL: In my opinion, people buy goods and services because of the benefits (payoff) they believe they can/will receive as a result. Read More

The blogger appears to be suggesting that in no more than three years 50% of all purchases in all market sectors will fall within the category of Transactional Selling.

While I can agree that advances in technology (Internet, e-commerce, etc.) have impacted buying behaviors I question the extent Read More

Questions surrounding professional sales training come up quite often during discussions among sales people especially when the discussions center on professional selling skills. These discussions more times than not boil down to which professional sales training program is the most effective and/or which professional selling skills are the most important for sales professionals to master Read More