We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]

We are led to believe that Artificial Intelligence (AI) is the enemy of the future. Well, zombies come first, but then AI. Friendly at first, […]
We all deal with it, worry about it, and anticipate it before landing big sales: price resistance. If you had a dollar for every time […]
EelNoun 1. (sealife) a snake-like fish with a slender body, proverbial known for its slipperiness. 2. (business jargon) the gatekeepers, deal spoilers, and nay-sayers at […]
An old adage says businesses don’t get better by chance, they get better by change. However, change — to our value frameworks, strategic selling processes, […]
The pushy customer is a sales team’s worst nightmare. But with the right sales training and coaching, pushy customers aren’t obstacles — they’re opportunities. A […]
Ask the question: “Am I trying not to lose?” If your sincere answer is YES, then you are not taking risks. If you are selling […]
After years of building up a name in this field, there is one question I get asked over and over again. It’s a question I […]
At some point, we all say dumb things. It is natural and human, but for all our communication abilities, salespeople can say the darnedest things! […]
A number of my clients are in the process of interviewing candidates for large account selling. To help them find the best candidates, we go […]
What salespeople need to bring to the table in this modern era of sales is significantly different from what they needed to bring in the […]
The Death of Selling I regret to inform you that selling has passed away. The exact time of death is not known, but was long […]
I met with a master of the relationship pitch recently. He is an artist. I’ll hit some highlights of what he did: Researched me and […]