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Consulting doesn’t mean either being impartial or not selling. And here, finally, is the crux of my argument . . . Read More
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RFPs don’t work well for the company making the purchase or the sales organization. Yet we both continue along as if everything is fine. It isn’t; it’s broken. Read More
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The great game of sales is a competition. It is a zero sum game with one winner. What we are competing for is the opportunity to cooperate with our dream clients. Read More
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If you are a non-salesperson that needs to sell, the first thing you need to do is to change what you believe about “selling.” Read More
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Threats are sometimes spoken, and sometimes they are implied. And sometimes you believe promises that can’t be kept. Both can hold you hostage. Read More
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If you are a new B2B salesperson, these 9 essential books will help you to build a foundation upon which to build a successful career in business-to-business sales. Read More
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From time to time, you may come across an opportunity that requires attention from someone higher up the org chart for your dream client to give you a commitment. Read More
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You are entitled to succeed in sales if—and, and only if—you do what all that success requires (and then a little more). Read More
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So, you want to sell? If you are going to pursue a career in sales, here are a few ideas you should consider as you begin to search for your first sales job. Read More
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For your sales manager, your sales force automation measures activity, manages the pipeline, and forecasts revenue. There are better reasons for you to use it. Read More
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