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The most widely accepted definition of a qualified sales opportunity is a decision maker with a budget to purchase a product or service. But are all sales opportunities equal? Are identical offerings to two different buyers equal in value to the sales rep? Read More

Cold calls, email blasts, webinars, etc. – all designed to attract interested buyers. We were looking for the proverbial nugget of gold – a prospect with pain and a budget.

But in this age of empowered buyers, where an executive can do his own research ad hoc – that strategy is growing Read More

Buyers would love to keep us sales professionals out of sight, tucked away behind our keyboards. Buyers have pushed sales out of the first 70% of the buying cycle because we allowed them to. We are viewed as the enemy, the opposing team. Even when the buyer wants or needs our products and services, Read More

I love watching a great sushi chef at work, so I sit at the sushi bar. They are masterful, food artisans that create with exquisite detail, care, and enthusiasm. I also love a great sales pitch. Unfortunately, I hear very few these days and a call this morning prompted this post [...] Read More