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Given the ‘big storm clouds’ that appear to be forming over the global economy, I think there a real risk we’re all going to get ‘really soaked. Here are some suggestions about how best to react... Read More

If your competitor is worth paying more for and making money that makes you insanely jealous, figure out what you need to do to be worth paying more to obtain. Read More

A B2B audience isn’t searching for “sexy marketing,” with simple, branded web 2.0 messages (Salesforce is about as close as B2B comes to sexy); the B2B buyer is more sophisticated, looking for informational articles, blogs and anything that may or may not give them incentive to buy. Read More

Tangible value is a gift that give on giving throughout the life of the product, why not get full benefit from it as a seller. Make sure buyers understand and calculate full value when evaluating your offering, their investment and returns. Read More

As the great game of sales continues to change, you are going to have to be as prepared to not present as you are prepared to use your slide deck. Read More

Many of the most important investments a leader can make are not financial in nature. These investments are among the most expensive investments a leader can make. Read More

Outcomes are governed by natural laws, and no matter how much sales leaders wish it to be otherwise, the investment in sales comes first, the results come second. Read More

For the most part there’s a significantly negative impact. When a good leader leaves, of course it hurts. But… the positive impact of a good leader’s inspiration and mentoring lasts for long time; maybe even for an entire career. When a bad leader leaves there’s also a negative impact. Bad breath t Read More

27 years ago today, after a long, complex sales cycle, I closed the biggest, most important deal of my life. When the deal was negotiated, the buyer chose to make the acquisition. I never asked for the order; not once... Read More

Sales is not just down to a sales person or team, there are other elements to success. In this guest post, David outlines 10 things you can do to improve sales using your website. Read More