Nigel Edelshain

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining … [Read more...] about AI in Sales: Focus on The Sales Conversation

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in … [Read more...] about AI in Sales Management…is just getting started

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.