Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager.

Do This And Win

Your sales process is simply the collection of things that you do that lead to a won deal. It…

The truth at any price, even the price of your deal.

Better, Faster, and Cheaper: Don't tell your dream client that you are going to be better, faster, and cheaper. You may be one of those things. You may even be two of those things. But you…

There is a difference between negotiating and defending your price. What they have in common is that there is a potential obstacle that needs to be dealt with. Negotiating is one way to think about that obstacle. But it shouldn't be the first…

This article titled Salesman in the Surgical Suite is in the Health section of the March 25th New York Times. But it isn’t going to filed under Health here. Instead, it’s going to be filed under ethics.

Most of the bad behaviors that salespeople…