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There are many macro and micro reasons people buy products and services, but the overarching reason people buy is Read More

A common problem many professional firms face is overly relying on only one approach to business development. They focus all their efforts on word-of-mouth & referrals, or on networking, or on responding to tenders/RFPs. Typically, the basket they keep all their eggs in is the one they are the most comfortable with: it's worked for them before, th Read More

Every can and should help their economic circle, or the price. Read More

In 24 hours (give or take), much of the United States will be on a holiday weekend. It might be tempting to lay low and start the holiday early, like maybe right now. But Read More

Sales 2.0 is getting tons of buzz right now in the technology market. There are lots of different definitions out there, but here's mine: Sales 2.0 is an outcome not an event. The process requires you to transform your business from one that is focused on selling to one that is focused on letting the market buy from you. Sales 2.0 requires a Read More

While RFP's and tenders continue to grow, sales people are getting more creative in dealing with them Here is you chance to show your stuff and tell the world how you sell rather than just submit. Read More

Selling and presenting are two different things that only on occasion and under specific circumstances go well together. Read More

Steven Bachert wants you to do something that, at first blush, may surprise you: he wants you to stop “handling” objections. How can you do that and still succeed as a salesperson? Listen to this week's episode of the Sales Management 2.0 podcast to find out... Read More

Now, I'm no Anthony Hopkins, but training in acting and theater has definitely enhanced my sales career. With one foot in the world of theater and the other in the realm of business, here are a dozen suggestions to help you perform effective sales presentations. Read More

They're having a bad day. Or they're rushed. Or they're just naturally pissy people. If you work in sales, you've met them before. They're pissy prospects. Read More