sales management
Here’s why you need to stop talking about sales opportunities
Words can change your brain. That’s the conclusion of Andrew Newberg, M.D. and Mark Robert Waldman in their book by that title, and they should know.
How to improve performance with a shared sales language
In the sales industry, we often talk about how process, methodology, technology, and enablement can improve performance.
How big of a role does age play in sales effectiveness?
I'll be 64 in November which means that just like everyone else, I'm getting older. There are certain things that younger people do that change when they get older.
The call of the machine, or how to make selling more human
You know that scene in The Matrix when Neo wakes up in a metal tank and discovers that his entire life has been a lie and that he is merely a battery helping to power a world run by machines?
The fundamental principles of value-based selling
It’s a sad fact that today’s average B2B sales person is still far more comfortable talking about their products than they are discussing business issues. However the average B2B buyer regards a sales person’s relevant business knowledge as being far more valuable than their ability to regurgitate product features, functions and benefits.
Customers and rational behaviors
Too often, I’m in reviews with sales people whining, “The customer is irrational!”
