In major accounts, it’s more important than ever to have an effective strategy for selling at the senior-executive level. But […]
An important idea from organizational theory is the notion that a majority of motivational techniques tend to be more effective
No one likes to make mistakes. What’s to like? At best, they get you off track … at worst, they
Salespeople dread dealing with mistakes. At best they get you off track … at worst they lose you the sale.
In complex sales, the probability of capturing the business is significantly reduced if salespeople cannot successfully sell at the senior
Getting anyone to change performance, including salespeople and sales leaders, isn’t easy. SC Johnson and the Windex refill pouch, is
In complex accounts, sales success at the C-level is a “do or die” proposition. What makes it particularly challenging is
Catherine Russell holds the distinction of acting in the same play, The Perfect Crime, for over 30 years – earning
Most buyers find comfort in familiarity. And, many companies count on it, enticing customers to purchase by creating a familiar
It is fair to say that if you wish to be among the sales elite, you have to know more
