Reading Stephen Bungay’s The Art of Action: Leadership that Closes Gaps, between Plans, Actions and Results is the latest book I have picked up on a path I have long been travelling. That path is about leadership and the ability to command in such…Continue Reading
Selling to purchasing, or to any financial decision-maker, is wrought with problems for salespeople.
First, because of the method in which purchasing buys, they necessarily turn ever purchase into a commodity purchase. This is true, even when the…Continue Reading
A cottage industry has sprung up to serve salespeople. Well, they don’t really serve salespeople. They really serve people who work in sales, who have job titles that indicate that they might be in sales, but who really aren’t salespeople.