If you are in a role that tends to attract the attention of other vendors’ business development people, you’ve probably had them reaching out to you with varying degrees of competence. Maybe I’m just unlucky, or maybe I have a magnetic attraction for no-hopers, but if your ...
It’s falsely comforting to think of selling as a process in which one step follows logically after another. But although ...
In complex B2B sales, there’s a common recognition that multiple stakeholders are almost always involved in the ...
Jim Burns of Avitage drew the distinction between finding versus creating sales opportunities in an article on LinkedIn a ...
Apparently, someone once offered a definition for the split second as “the time between a customer giving the merest hint ...
I’ve long believed that top sellers are storytellers. They are able to call upon a rich fund of relevant anecdotes that they ...
Many of the clients I’ve been working with over the past few months have been attempting to implement some form of account ...
Most traditional sales methodologies stress the importance of asking good questions, and there’s no doubt that the ability ...
You’ve probably heard some variation of the saying “it matters not whether you won or lost, but how you played the game”. ...
Many analysts claim - and many sales people would agree - that today’s most powerful competitor is not another similar ...
