You’ve heard it said a million times: “Our people are our greatest asset.” You may be guilty of saying it yourself a time or two. It sounds really good, too. But walking that talk isn’t easy and it is a path that is rarely taken by…Continue Reading
I Want to Rock!
I never wanted to work in sales. In fact, to say I hated salespeople wouldn’t have gone far enough to describe my loathing. I moved to Los Angeles to front a rock band. But, events conspired to send me in another direction. My…Continue Reading
Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems.…Continue Reading
In business-to-business sales, most decisions are made by consensus. There often isn’t a single decision-maker. Instead, there are teams of subject matter experts who make the decision together. These decision-influencers all spend more time…Continue Reading