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Major clients can't be measured at the level of each individual transaction. Instead, the investments made in serving them must be looked at over the longer term. Read More

“Work with those ready to be worked with.” Pretty simple advice. Pretty sound too. Especially when it comes to selling more faster. Read More

You can't sell if you are not speaking the same language, in today's guest post Allen Peterson, looks at buzzwords and their impact on communications. Read More

Your search for a sales centric CRM that supports frontline salespeople and meets the needs of sales managers and executives may be over. Landslide was the 2010 Gold Medal Top Sales Awards Winner for good reason. A two hour demo with VP of Sales Eric Anderson made me a believer. Landslide won... Read More

In looking at a couple of books on amazon, you quickly realize that there is a miss alignment between Capitalism, and what fuels it, sales. Realign these on maybe we get back on track! ;) Read More

You have been told that you have an hour and a half to present. You don’t have anywhere near that much time. What does your dream client want from your presentation? Read More

When all is said and done, the winner in sales is the one that executes. Not only those who execute well, but even more so those who execute consistently. Read More

Your social media network isn’t your real network. Your real network is much smaller and much more valuable. Your real relationships network is even more valuable. Read More

The advent of summer meant baseball, beach, and crew-cuts. We sat inline in green leather chairs at the barbershop waiting for a promise that outweighed our disdain for the production head shave. The insult was followed by the injury of a burning slap on the neck with the green tinted alcohol combs Read More

If you’re still one of the doubters of social media's B2B value , watch for the patronizing, polite smiles and nods when you scoff. Maybe it’s you who doesn’t get it. Read More