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Not all sales are involved or complex requiring a solution. Many B2B sales professionals have to make their living, and they do, selling in a commoditized world where sometimes the only visible differentiator is price. But it does not have to be if you are up to the challenge Read More

Purchasing is the new sales. Where once simply acquiring the lowest price was enough to indicate that purchasing had done its job well, now the judgment has shifted to their ability to select strategic partners who can help solve the company’s most pressing business problems and help them take advantage of their best opportunities. Purchasing is now soundly in the value creation business. As this change occurs, both sales and purchasing need to rethink this relationship Read More

The term “Cold Calling” brings out a visceral reaction in most sales people, to the point where it has become a much bigger debate than it should be. I am especially amused by jokers who sell the promise of “Never Cold Calling Again.”

The Good News... “Cold Calling” doesn’t have to be all phone work! Read More

Salespeople have a tough time breaking off engagements with prospects who don’t really meet their target criteria. But spending time with these prospects prevents spending time doing the heavy lifting required to win dream clients. If they aren’t really dream clients, you should abandon them. You really aren’t that into them anyway Read More

Dissatisfaction is a prerequisite to any sale. It provides the compelling reason for your dream client to change, it provides the motivation to change, and the narrative that good storytelling requires. Real opportunities don’t exist without dissatisfaction Read More

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I’m always in the middle of reading anywhere from 5 to 8 books. One book in particular that I’m enjoying is called.. Read More

Knowing your first three questions going into a sales meeting is key to achieving what you want out of the meeting, this of course implies that you do know what you want out of the meeting. While experience goes a long way, planning and leveraging your playbook will take you much further Read More

Over the past month, I have had an ongoing dialogue with Tom Peters over Twitter. The content of our 140 character limited conversation has been the power of first impressions. Having decided that there is nothing that can be achieved in the short period of the seven seconds in which many judgments are formed, I decided to try to “go Mandela” and simply smile. This open letter to Tom Peters is my report and recommendation Read More

What's a disappointing retail selling experience look like? It looks like this. Let's put an end to trite selling forever Read More

It is always challenging to interview salespeople and to determine whether or not they have the abilities necessary to sell. This hiring guide might help you indentify your next sales superstar, or prevent a serious hiring mistake. If you already sell, answering these questions can help you identify the skills you need to develop Read More