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 […]
Dear Friends, The big question in selling for me has been: How will 2022 be different from 2021? I have spent a lot of time […]
HBS new website and brand identity captures some of the energy and results they have delivered to 187 of the Fortune 500 in the US.
2021 shows us there has been a dramatic shift in the selling process and value proposition calculation by prospects and customers. Here are our 3 1/2 lessons coming out of 2021.
It helps to have a baseline for what is going on in the world of selling as you are considering strategy and focus. Here are our information, insights, and recommendations.
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 […]
In Daniel Pink’s important book, “Drive,” he convincingly shows that pay-for-performance is inversely related to complexity. Simply put, the longer and more complex a desired […]
In the past, sales managers provided oversight, facilitated requests back to corporate to ensure that orders were expedited, and generally stayed out of the way, […]
Most of us who were trained in sales since the 1970’s were taught the principles of “consultative selling.” However, the consultative selling skills of listening, […]
We all want to have strong sales leadership coaching, land key accounts, and close more sales. But what path is your company and sales team […]
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 […]