BizSugar.com › User › tyoungbl › Voted

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

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

Last week I announced that I made the leap to return to full-time sales coaching/consulting. I’ve been overwhelmed by the positive response and am incredibly appreciative of all the good wishes and support. So, THANK YOU! In the post I 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

Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

* Unquestionably true
* Have been taught to me by mentors, customers and various & sundry successful, experienced executives
* Have been beaten into me by the relentless for Read More