Nigel Edelshain

One thing that makes sales (really) hard is that you lack information on what people need. Imagine if you knew exactly what every company in your … [Read more...] about Mind the Information Gap

The biggest problem most salespeople (and founders that sell) face these days is getting meetings with prospective customers. Metrics for getting … [Read more...] about Sideways Selling

“Your influence is determined by how abundantly you place other people’s interests first.”—Bob Burg, The Go Giver Mass outreach continues to get … [Read more...] about Help humans meet humans

People are people, so why should it be, you and I should get along so awfully–Depeche Mode During a conversation with a friend who is the CEO of a … [Read more...] about Buyers are people

It’s darn tough to get through to anyone these days. People have become really good at ignoring what we want to tell them. I hear this all the time … [Read more...] about Mixed Messages

Often when we’re talking about about sales, we seem to be saying the salesperson is in charge of when deals move forward and ultimately when they … [Read more...] about Buying happens when it happens