First published in 2011, “The Challenger Sale” must be one of the most widely-read sales books of the past decade, and with good reason. … [Read more...] about A fresh perspective on the Challenger Sale research
How to improve performance with a shared sales language
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
