Nigel Edelshain

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

I got some unsettling feedback a few weeks ago. I was told I was a “Brainiac”. I want to help you avoid the same fate. At first, I thought it was a … [Read more...] about Don’t be a Brainiac!

I am working on a new sales project and I am sharing what is happening, hoping that it may help you in your selling. I’ve gotten to the point in … [Read more...] about Finding leads: Look in your CRM

Those who do not remember the past are condemned to repeat it. George Santayana, American philosopher (1863-1952) I’m working on a new sales … [Read more...] about Remembering the past

I am continuing to report on findings from my new sales project. The project has already thrown up a few reminders I see time-and-time-again in the … [Read more...] about Four reminders