Salespeople can be some of the most fearless people in the world. It takes guts to pick up the phone again after you’ve been told … [Read more...] about How and why fear is sabotaging your sales
Your competition isn’t who you think it is
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition. … [Read more...] about Your competition isn’t who you think it is
Why your technology-neutral message is the wrong one
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.” … [Read more...] about Why your technology-neutral message is the wrong one
5 tips for working from home when your head and heart are distracted
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. … [Read more...] about 5 tips for working from home when your head and heart are distracted
How to create outstanding sales growth with channel partners
Channel partners can be a major source of high-profit revenue growth with the right business model. A great channel partner operates as an extended … [Read more...] about How to create outstanding sales growth with channel partners
Answering your customer’s three critical questions
In today's challenging and uncertain business climate, your customers have good reason to be cautious. They are unlikely to initiate new projects … [Read more...] about Answering your customer’s three critical questions
