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We all know that customers are changing the way they buy.  It’s driving profound change in the way sales and marketing need to engage customers.  Read More

My colleagues have been talking about OgilvyOne's contest to find the world's greatest salesperson.  I was curious about it, went to the website to read the Read More

The day was gray and wet in the city that seldom buys.  Not what I expected as the opening sentence in a book on Forecast Fatale. Techniques For Sales Read More

A few weeks ago, I got a call from Howard Stephens, Chairman and CEO of HR Chally.  He wanted to talk to me about one of his passions, sales education in our Read More

The customer just made a bad decision!  I hear this all the time from disappointed sales people, it's always just after they learn they have lost a deal.  Read More

Persuasion---it's important to sales.  It's important to business.  When we want to change something, we can't do it without persuasion.  Read More

The other day, I wrote about how my manager coached and trained me to be a better sales person. In the article titled 5 Questions, I described that in every deal review, she would ask me the same 5 questions. Initially, I didn’t have the answers to those questions, but not wanting to appear to be Read More

The phone rings, it's a concerned executive.  After pleasantries, we get down to the issues.  Usually it goes something like this: Read More

When I started my career in sales, I had the privilege of getting some of the best training available in selling--IBM's Sales Training program was a combination Read More

My friend Skip Anderson wrote an outstanding post, The Race To Sale Competence, A Case For Sales Training.  He raises a critical issue: As sales managers, Read More