In 1987, I read a book entitled Business Rules of Thumb by Seth Godin. (It appears to be out of print.) I don't believe it was then, but at some point I learned this business rule of thumb: Follow the Money...I still use that process for ... by Dave Stein
Compared to your competitors, you are the most experienced, most knowledgeable and most polished sales professional. Your company has the strongest and ... by Deb Calvert
During the balance of the year I will outline 40 steps a sales leader can take to achieve predictable revenue. They are not listed in any priority- as every sales organization is at differing levels of maturity and... by Ken Thoreson
Why is it that some companies are magnets for the world’s best talent? Sure, having a great product is a good start – but there’s more to it than ... by Greg Alexander
Water is not only for living beings to drink...Water is one of the prerequisites for life on Earth...Content is not only for salespeople to ... by Tamara Schenk
The “Buyer” has never been more popular than he or she is today. To some the buyer is fully informed, socially astute, connected to the always-on community and is some arbitrary percentage through the mythical ... by Joe Galvin
Take a trip down history’s memory lane for a moment. Our civilisation has got to where it is today through evolution, and each stage has called for a new game with new rules - socially ... by Bernadette McClelland
Most sales models include a conversion funnel in which reps try to convert a marketing-generated lead into a prospect and then a customer through sequential steps. In this model, sales people are expected to make ... by Frank Cespedes
It was the morning of the sales leadership coaching program I was delivering in Santiago, Chile for one of the world’s largest global technology companies. After sharing a quick story, we began to move around the room, where ... by Keith Rosen
Selling with insights is no longer optional — it’s mandatory for salespeople hoping to tell a distinct and remarkable story. But new research shows that if you’re only challenging your prospect’s status quo with surprising information and ... by Tim Riesterer
A young sales rep asked me recently to explain the differences between the B2B sales profession these days, by comparison with the heyday of technology sales. I'm not sure if my grey hair had given him the mistaken assumption I’d begun ... by Cian Mcloughlin
Recently, the Harvard Business Review Blog ran this story on how social selling will benefit B2B Selling. Really? Aside from the fact that it's old news, the story contained some misleading information!..In November of 2014, following a year of research, I ... by Dave Kurlan