When I wrote Eat Their Lunch, my editor recommended I remove the words “strong bias” from one chapter heading. In his view, the words were too charged for our hyper-political climate in the United States. I took his recommendation and instead…

Professional salespeople want—and need—to be consultative. The word “consultative” means that one provides advice and recommendations, and it includes the idea that one possess the business acumen and situational knowledge (or experience) to…

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

If you are competing by creating a higher…

Most salespeople are honest and ethical. But it’s not so much because the balance of power between buyer and seller has changed as it pertains to who has information. And it’s not because the Internet allows buyers to turn the tables on sellers…