Apparently, guests at the building housing the New York headquarters of Jefferies, an investment bank, were once greeted by a section of the Berlin … [Read more...] about The Future of Meetings in a Semi-Virtual World
It’s obvious that the pandemic forced the buyer/seller relationship online. The organizations that survived this transition and thrived are the ones … [Read more...] about What Buyers Want & How Buyers Work
For a long time, the only objectives I used for major accounts were very specific business objectives: “We will increase turnover by X%” or “We will … [Read more...] about Your Best Accounts – Getting More from Less
From quite early on in our sales careers, we are encouraged to explore every sales opportunity that presents itself – in fact, in some … [Read more...] about The Definition of Sales Discernment
Obviously, the pandemic forced the buyer/seller relationship online and the organizations who survived the best, and are even beginning to now thrive … [Read more...] about Does Professional Selling Have a Future? Most Definitely!
We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from … [Read more...] about Sales Leaders, the Cavalry Has Arrived!