Selling Capital Equipment
Selling complex and expensive capital equipment is difficult. The techniques that used to work in the past no longer work. How should you think about the level of business acumen […]
Selling Capital Equipment Read More »
Will You Be Replaced by a Machine?
According to a recent forecast by Forrester research (one of the most influential research and advisory firms in the world), “1 million US B2B salespeople will lose their jobs to
Will You Be Replaced by a Machine? Read More »
Winner Takes All!
An emerging purchasing trend, which is as troubling as it is exciting, is the effort by large companies to reduce the number of their suppliers. These organizations have specialists who
Avoid the Disappearing Middle!
Avoid the disappearing middle! Many companies today are falling victim to over-servicing wrong-fit customers. In this blog post I explain why it is so important to understand what kind of
Avoid the Disappearing Middle! Read More »
Why Technology Keeps Failing You!
Ok. Has this ever happened to you? You get frustrated by the inefficiency of your team. You know things can be done better. You ask some colleagues how they’ve addressed
Why Technology Keeps Failing You! Read More »
The Future is Frightening – It’s Time to Make a Move!
According to Selling Power magazine, June 2011, the Gartner Group predicts that by 2020, of the 18 million sales professionals in America, only 4 million will be left. They further
The Future is Frightening – It’s Time to Make a Move! Read More »
4 Steps to a Great Executive Meeting
Getting time with executives is increasingly difficult. When we do get in front of an executive, what’s the best way to conduct the conversation? For most of us who have
4 Steps to a Great Executive Meeting Read More »
A Simple Formula for Creating Value
Whether you like it or not, you’re in a race for value. As you read this, existing and emerging competitors are figuring out new ways to replace you. Your only
A Simple Formula for Creating Value Read More »
3 Steps to Becoming More Important to your Customers
In order to grow, you need customers – but not just any customers. You need customers that will value what you sell. Unfortunately, if you’re like most sales people, you
3 Steps to Becoming More Important to your Customers Read More »
Focus on the Critical Few
We are well into Q1 of a new calendar year and, if you’re in sales, that often means a slight feeling of angst as you look out to the rest
Focus on the Critical Few Read More »