Nigel Edelshain

I agree with Zvi Band the author of the book Success is in your Sphere that “relationships are our most important asset”.  From everything I’ve … [Read more...] about Book notes: Success is in your Sphere

I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major … [Read more...] about Book notes: SPEAR Selling

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new … [Read more...] about Book Notes: The Sales Manager Survival Guide

I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue … [Read more...] about Book notes: No Forms. No Spam. No Cold Calls.

I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class … [Read more...] about Book notes: The Sales Acceleration Formula

I don’t understand why it is acceptable for a process like cold calling (now often started via email) to work one in a hundred times–or in email … [Read more...] about Sales prospecting made easier