In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance. … [Read more...] about How to improve performance with a shared sales language
How Big of a Role Does Age Play in Sales Effectiveness?
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when … [Read more...] about How Big of a Role Does Age Play in Sales Effectiveness?
The call of the machine, or how to make selling more human
You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery … [Read more...] about The call of the machine, or how to make selling more human
Sales Effectiveness: Nature or Nurture?
There are no perfect salespeople born into this world. At least I haven’t met any. … [Read more...] about Sales Effectiveness: Nature or Nurture?
How to stop chasing Will-o-the-wisps
In ancient English lore, a Will-o-the-wisp is a mischievous spirit of swampy and dark places that uses a lantern-like light to lure unwary travelers … [Read more...] about How to stop chasing Will-o-the-wisps
The fundamental principles of value-based selling
It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing … [Read more...] about The fundamental principles of value-based selling
