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Due to technical glitches we had to postpone this event in December, but we are ready now. Come learn why execution trumps all in sales. Read More

Being the incumbent comes with many advantages. But sometimes the curse of the incumbent is that you are known and your competitor isn’t. Read More

Price is just a number, the thing that gives it meaning is what the number is relative to, value or a lower number. As a seller it is our job to make it relative to the value and impact a buyer will get by meeting your number. Read More

When do you allow a salesperson to call on a target account that by your judgment appears to be one that should be disqualified? Read More

I’ve been in a running debate with my colleague, Stone Payton, for about a year now regarding the value and continuing applicability of the “funnel” metaphor for B2B sales. Stone emphatically states, “Forget the funnel!” (See this post, especially point #5 and the comments.) I just as emphatical Read More

You really can't make this stuff up, you gotta live it.  When I heard this, I just had to ask, "Did you just say...?" Read More

Many people for many years have written about and focused on the notion of continuous improvement.  Personally, I think it’s necessary to think in terms of methodical, relentless, continuous improvement.  The extra adjectives add important perspective. Read More

The word “process” makes the sales process sound more confining than it is. It’s a collection of best practices that reverse engineer what works. Read More

“The shortest distance between two points is under construction.” – - Noelie Altito

OK, so I’m not really that cynical, but… Read More

The pressure to make price concessions will always be part of selling. The question is how to best mitigate it as a seller. Read More