Sales 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…

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…

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…

A lifestyle change, not a crash diet

A lifestyle change, not a crash diet

Building a professional Services firm for the 21st century:  Why firms need a lifestyle change, not a crash diet.  …

12 sales trends for 2016

12 sales trends for 2016

  What happens when we have so much information that it is impossible to even decide what to read? When…

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