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There is only one sustainable advantage that creates a long-lasting edge. That edge is your non-stop, never-ending, continual and continuous personal development. Read More

In B2B and major account sales, there are few opening moves that create a strategic advantage and the possibility of winning. That move is discovery and diagnosis. Read More

Selling business-to-business and major accounts is about producing long-term results. But your long-term success requires you to focus on the short term. Read More

In today's guest post Brian Jeffrey looks at how to become findable. If you want more prospects, move from cold calling to reverse prospecting. Being findable and getting people to remember to find you — reverse prospecting — is the way to go in today’s busy business world.

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Dealing with personal issues can take you out of your sales game and destroy your results. Here are few ideas about how minimize the effect of personal issues on your sales game. Read More

We work hard to understand the dissatisfaction that is our dream client’s motivation for change. To be effective in sales, our understanding must go deeper. Read More

A dilemma many hiring managers face is what to hire for an involved sale, a product person, or someone that can sell but has little product knowledge. In the video I discuss which I feel is easier to train and makes for a faster pay off. Read More

Consulting doesn’t mean either being impartial or not selling. And here, finally, is the crux of my argument . . . Read More

You’d be hard-pressed to find someone more dedicated to KISS (Keep It Simple, Stupid) than me. Nike’s “Just do it” campaign, for example, is brilliant. Easy to remember; obvious point; extremely effective. The blog Simple + Bold provides example after striking example of simplicity. Simple expl Read More

RFPs don’t work well for the company making the purchase or the sales organization. Yet we both continue along as if everything is fine. It isn’t; it’s broken. Read More