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, […]
“You want to sell your business because you are tired. I get it. You’re so tired you want to give it away for 4x.” I […]
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 […]
We may think that to land the biggest deals, we need to propose the best prices. However, every top seller knows that price isn’t the […]
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 […]
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 […]
I’ve called it–the era of selling we have been operating in is dead, but what does that mean for sales managers? If sales has changed […]
You’ve heard it over and over again as CEO—delegate, delegate, delegate! Learning how to delegate is crucial for every CEO, yet research shows that one […]