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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

“Confusion is always the most honest response.” – - Marty Indik

It’s OK to not know everything. Think of it this way, division of labor is THE fundamental key to all human progress. Ditto for knowledge. Going it alone is simply not the best strategy. Read More

Last week Toronto had a snow storm that was much more significant in the media, social and traditional, than in the real world. Getting caught up in the moment led to many getting caught up in the hype waiting for a storm that never really come. Read More

A great discovery sales call is a work of art. But the very best needs analysis sales calls go far deeper. Real understanding comes from asking “why?” Read More

The great game of sales is a competition. It is a zero sum game with one winner. What we are competing for is the opportunity to cooperate with our dream clients. Read More

If you are a non-salesperson that needs to sell, the first thing you need to do is to change what you believe about “selling.” Read More

In today's guest post, Arthur Gould looks at the role of questions in increasing sales. Art outlines methods and attributes of key questions.
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Threats are sometimes spoken, and sometimes they are implied. And sometimes you believe promises that can’t be kept. Both can hold you hostage. Read More

If you are a new B2B salesperson, these 9 essential books will help you to build a foundation upon which to build a successful career in business-to-business sales. Read More

Readers of this blog have seen a lot about the indispensable value of metrics. First, ya’ gotta’ have a defined process. Then ya’ gotta’ measure it. That’s the only way to know if improvement has occurred or not, and at what rate. It’s the only way you can prove your dedication to continuous im Read More