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Sometimes it is right to approach the C-suite. And sometimes it is more important to just get in. Truth be told, until you get in, you never really know where the real power and authority resides Read More

Bicycles, Filters, Mastery, and Trust… All part of the 4 Little Principles that Produce BIG Results Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps Read More

Thinking out of the box is key in sales, everybody talks about it few do it. You can test you "out of the box" abilities, and see if you talk about it or really do it Read More

Pharmaceutical sales managers better be ensure that their reps are adding value or the can be replaced by a less expensive call centre rep Read More

I am tired of hearing B2B sales people take a passive approach to sales. Our job is to drive revenue… M-O-N-E-Y. Why would someone choose to be a front line B2B rep if they don’t have a little “hunt” in them? Maybe it’s because they like the money, but there is a difference between selling and taking orders.. Read More

Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:

The best way to learn something is to be responsible for teaching it to someone else Read More

I think the biggest mistake sales people make is giving out their company website to prospects. Whether on a business card, in an email, or on LinkedIn. You’re losing sales leads with this foolish little move.

Think I’m crazy? Okay, answer me this.. Read More

We often come to our clients carrying a bias towards our existing solutions that prevent us from getting a full and complete view of the outcome they need. A better way to diagnose your dream client’s organization is to remove the filters your solutions create and view their needed outcomes from their side of the table, using their outcomes as the filter through which to view our solutions Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More