In order to succeed at selling, you must get in front of prospective buyers and pursue qualified opportunities. Both activities sound fine in theory but tend to fall short in practice. Too often..
Prospecting is the lifeblood of any sales career, but too often other activities eat into plans to introduce ourselves and establish credibility with targeted decision-makers. We talk a lot about..
How much homework do executives do on their own before they engage with a supplier? Probably more than most people realize. By one recent estimate, these C-level business people are 70% along in a..
U.S. astronomer Cliff Stoll learned after he turned to teaching that it takes more than compelling statistics to shed insight. “I thought all I had to do was show people the data and they would..
When it comes to business acumen, how well does yours measure up to a busy executive’s expectations? Do you have a firm grasp on their industry? Their specific business issues? Such deep..
A sales professional I know landed one of the biggest deals of his career when he least expected it: while vacationing in Hawaii with his family. He was sitting poolside, watching the kids, when..
"The largest misconception about communication is the illusion that it has taken place.” George Bernard Shaw
Let’s go old school with a quote from the Greek philosopher, Socrates: “Life is full of questions. Idiots are full of answers.” More than 2000 years later, his standard of reasoning holds true..
I was told by a friend recently it's been scientifically proven that our concept of time speeds up as we age. I wonder if that is why it seems there are not enough hours in the day to get..
I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technology revolution, I’m reminded every..