BizSugar.com › User › keenan › Voted

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

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

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

If your dream client is not dissatisfied, they are not going to be compelled to dive right into a huge change initiative. When no dissatisfaction is present, it is your job to create it. Read More

The new year brings new opportunities and possibilities. It also bring a new feature to The Pipeline, a weekly guest post by a leading sales or revenue related expert. To start things off we have a very special view on the state of sales in 2011 from Mr. Dave Stein, CEO and Founder, ES Research Read More

To avoid the Procrustean bed, you have to work on the variable that has the greatest impact on sales results and the greatest impact on productivity; that variable is the win rate. Read More

Having a process that everyone adheres to and executes is what make professionals champions, be they in sports or sales. Having structure and metrics to drive success actually makes execution simpler. Read More