I recently had the pleasure of speaking at length with Jan Ropponen, author of “Secrets of Sales Innovators - how World-Class sellers win Million-Dollar deals”. Jan’s book is the distillation of an extensive series of interviews with highly successful B2B salespeople - the ...
I was pleased to be asked to contribute an article to the latest edition of Top Sales Magazine - a regular source of insight ...
I was very pleased to be invited by the International Journal of Sales Transformation to contribute an article to their ...
In a recent article (Advance or disqualify!), I proposed that salespeople - rather than clinging on to lifeless sales ...
In his best-selling sales guidebook “SPIN® Selling”, Neil Rackham identified four potential outcomes from every significant ...
It might seem strange - in a season when we traditionally wish goodwill to all men and women - to take the position that ...
Largely inspired by the work of Frederick Winslow Taylor, and made real by Henry Ford and others, the age of mass production ...
This is the time of year when most of us would benefit from some quiet reflection on what we’ve learned during 2020, and how ...
I recently made what I hope was a compelling case for creating a customer-specific unique value story for every significant ...
I want to give Dave Kurlan of Objective Management Group the credit for stimulating this article. I’ve added a link to his ...
