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The pressure to make price concessions will always be part of selling. The question is how to best mitigate it as a seller. Read More

As in any new year we look at the things we want to have more of, and things we want to see no more of. This month the Sales Bloggers Union, say Good-bye to a number of sales related practices. Read More

The new year brings new opportunities and possibilities. It also bring a new feature to The Pipeline, a weekly guest post by a leading sales or revenue related expert. To start things off we have a very special view on the state of sales in 2011 from Mr. Dave Stein, CEO and Founder, ES Research Read More

Well it's all over,save for the party. Tomorrow we start it all over again. Some last glimpses at the year that was with an eye to launching a better year ahead. Read More

With the year almost over, it is time to look back and consider the highlights and lowlights of 2010. It was an interesting year. Read More

Making adherence to the company sales process optional, limits consistent execution and results. Management by objective should not be subjectively implemented. Read More

Well what can you add to this, it does seem to speak for itself. Take it easy, sit back and enjoy. Happy Ho Ho! Read More

One aspect of knowing what to allocate your time to rather than trying to manage it is being able to better manage your sales cycle and activities related to it. Adopting this approach you will not only be able to move through the cycle more predicatively, but make sure that you have enough prospe Read More

Having a plan is fine, reviewing and adjusting is better. Rather than lamenting the outcome, understand it, make adjustments and move forward.

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Multi-tasking is a great concept, but in reality even if you do get things done simultaneously, how many are done to your best abilities. It is much better to allocate time to each important task, focus, get it done and move to the next. Read More