BizSugar.com › User › bmtrnavsky › Published

An article on figuring out how to present a solution that is aligned to your buyer's priorities. Read More

A great article on learning by looking outside of our own experiences and obtaining fresh ideas to help customers. Read More

A great article on sales and a three point plan. Read More

A very interesting article debating if the top sales people have the capacity to become top sales managers. Read More

I get complaints from both sales people and managers on the topic of coaching. Sales people don't feel they are getting the coaching they need---their managers don't have time. Managers, don't feel they are providing the coaching they should---they don't have time (and they don't know how to--but that's another post). Read More

David Batup raised an interesting question on the Sales Best Practices group in LinkedIn. He posed the question: As a sales manager, what would your top 3 activities be?" I couldn't limit myself to 3, but my response is below: "Nice question: Strategically: 1. Make certain you have a strong sales process in place, everyone understands why i Read More

TActually, it goes beyond listening --- it's establishing a conversation or a dialog. It's about engaging the people we are with. It's about learning something new, realizing we might have to change our position. It's about challenging our own and other's ideas and positions. It's about having a healthy debate and maybe some conflict --- all Read More

For some strange reason, in the past few days, at least four different executives have called me to speak about changes they see with their customers markets and organizations. The conversations all began at different points, for differing reasons, but seemed to be converging on a central issue: The need for organizations, marketing, and sales to Read More