We have written a fair amount about companies going through transformational shifts in how they buy due to disruptive changes […]
For salespeople in complex sales, there is a Book of Knowledge they need to learn and keep up with. The
Delivering bad news to customers – not something that makes a salesperson’s day. But it would be unrealistic to think
Getting an appointment with a prospective customer is a necessary first step for sales success – but it’s only the
Selling is a complex discipline involving many kinds of activities. Some are customer-facing (e.g., making a presentation). Others are background
When asked about the key to being successful as a technology entrepreneur, Mark Cuban, the cofounder of Broadcast.com (and owner
Elite athletes are naturally gifted and they train hard. They are also supported by a team of physicians, nutritionists, physical
Salespeople, like everyone else, can succumb to the temptation to stay busy. Research tells us that most people have an
Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and
Whether in sports, politics, business or sales, this question is always on the table – What is the difference between
