Selling Through The Slump: An eBook

I was asked by my friend Charlie Green representing The Customer Collective to contribute to an e-book that was just published. I recommend that you download it, read it and use it.
Selling Through A Slump: An Industry-by-Industry Playbook
A Guide by Salespeople for Salespeople on How to Sell Your Way to Recovery

Download this Free eBook
Selling [...]

Avoiding IT Salespeople

Paul Lanigan is the Sandler franchisee for Ireland.  I’ve been reading his newsletter for a while.
Paul posted a recent comment about an article published by ZDNet UK entitled, Top 10 reasons to avoid IT salespeople. Whether you work for a tech company or not, you need to read this article.
It’s not often we get such uncensored [...]

Your Customer Is Learning How to Kick Your Butt

Getting sales leaders to understand the importance of a strategic approach to sales performance improvement is often an uphill battle.
So, when I get in front of a group of sales leaders, one of the things that I say to grab the participants’ attention is, “Somewhere in another building on the other side of town, there is [...]

Sales: Is it Art or Is it Science?

That’s a question I’m often asked about business-to-business selling.
I define science (in this application of the word) as the ability and willingness of a person to follow a set of processes in order to carry on the business of day-to-day selling. Examples would be formal planning, the use of checklists, dependence upon research, vigilant qualification, [...]