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If you aren’t willing to do what is right, even at the high cost of your deal, if you’re not willing “to run the risk of defeat,” then you don’t deserve to win. Read More

With more and more decisions being made by groups or committees, it is more important than ever to cover the entire "enterprise". Sellers need to stop relying on one champion, and work on building consensus among many at the same time. Read More

In sales management, we say: “Don’t buy a dog and bark yourself.” It isn’t a remark about the salesperson. The reason? If you bark, they won’t. Read More

“A committee can make a decision that is dumber than any of its members.” David Coblitz

Stand up for your opinion! Read More

Badgering and pushing a buyer is no way to sell, but the role of a sales person is to close mutually beneficial sales. To do that it is important to always focus on the objective, and what you need to do and execute to achieve it. Read More

The idea as to how to influence others in sales is seductive. The idea that you can make another person do what you want them to do, or more likely, need to them to do, is a powerful idea. The tips, tricks, secrets, shortcuts, and gimmicks that the snake-oil charlatans sell as influence is not what Read More

Great sales forces are built on great hiring. Salespeople need more than technical expertise an employment history that says they were a sales rep. Read More

Sometimes you need to look at yourself before deciding your salespeople are the problem. After, your people still might not be your problem. Read More

We do some work with a large, multi-Billion dollar company.

They have a sales force that numbers around 1,500 people.

And if you asked us, we here at Dreamland Interactive would tell them that EACH AND EVERY one of those 1,500 people should have their very own personal blog.

What?

Wait… Read More

There is always someone who has something that you don’t have and that you are going to be forced to compete against. It’s your pet impossibility. Read More