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
How to pollute your sales ocean, one technology at a time
Have you ever had a slip of the tongue that reveals an insight? On a call with one of my team members recently, we were talking about the sales … [Read more...] about How to pollute your sales ocean, one technology at a time
Customers and Rational Behaviors
Too often, I’m in reviews with sales people whining, “The customer is irrational!” … [Read more...] about Customers and Rational Behaviors
