B2B Sales

The Terrifying Truth about your Prospects

The Terrifying Truth about your Prospects

(This article originally appeared as a guest blog on Frontline Selling’s blog in March 2017 here. It also appeared on…

How to cold call the CEO (not the minions)

How to cold call the CEO (not the minions)

Marketing experts, particularly those with a vested interest in selling digital marketing products, have been predicting the death of cold…

Seven Questions To Help Plan Your First Executive Sales Meeting

Seven Questions To Help Plan Your First Executive Sales Meeting

You’ve finally scheduled that meeting you’ve been trying to get with a high level executive in one of your biggest target…

What should you do when your client asks you for a discount?

What should you do when your client asks you for a discount?

You’ve got this great client. Let’s call him Phil. You’ve been working together for years, and you think the relationship…

The Big (Sales) Short

The Big (Sales) Short

The most gobsmacking aspect of “The Big Short”, Michael Lewis’ brilliant book and the resulting  (and highly recommended) movie detailing…

Microsoft Acquisition of LinkedIn – What It  Means

Microsoft Acquisition of LinkedIn – What It Means

Microsoft has announced the acquisition of LinkedIn for a record US$26.2 billion which makes it the biggest deal Microsoft has…

Realigning CRM and Business Engagement

Realigning CRM and Business Engagement

How sales engagement is changing and what we need to do to stay ahead of the wave in order to…

7 Common Mistakes in Sales+Marketing Collaboration

7 Common Mistakes in Sales+Marketing Collaboration

Sales and Marketing are two of the most customer-facing functions in any sales organization. As the key revenue-generators they are…

Sales Tools

Are CRMs Putting Our People Last ?
  First a caveat: It have nothing against technology, in fact, I am a big f... More
The Sue and Barry Story [VIDEO]
A story of personal development, personal branding and sales success. We are all... More