Leadership

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…

Is your firm ready for these new competitors?

Is your firm ready for these new competitors?

Everyone knows that in a B2B and B2C world, competition has never been so extreme. The internet coupled with a…

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…

History of Sales Practices – a fair exchange of value

History of Sales Practices – a fair exchange of value

              John H Patterson – founder of NCR and the first sales process in…

Finding The Change Agent Within Your Customer

Finding The Change Agent Within Your Customer

Flickr: McConnell Center 2015-9-28 Craig DeLancey on Science Fiction and Politics Business-to-business selling is getting tougher because customer organizations are…

Planning for Sales Success

Planning for Sales Success

To enter into a battle without a plan is the height of stupidity and arrogance. Such generals should be put…

Are CRMs Putting Our People Last ?

Are CRMs Putting Our People Last ?

  First a caveat: It have nothing against technology, in fact, I am a big fan of it and believe…

Managing Salesperson Performance the Right Way

Managing Salesperson Performance the Right Way

 An article by John Dougan As leaders, we need our employees to achieve, yet we consistently misinterpret performance as an independent…

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