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
You need to know how Salesforce is stealing your budget
For almost 20 years, one CRM platform has been in use by more sales organizations than any other. You know the one. … [Read more...] about You need to know how Salesforce is stealing your budget
Marshmallow or Meanie Pants?
As a sales leader, there is one overarching thought to keep in mind: It is your responsibility to push your sales reps to greater heights than they … [Read more...] about Marshmallow or Meanie Pants?
