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I’ve heard from a number of sales executives recently about Procurement’s surprise involvement in a large contract bid. The following seems obvious but evidently in the heat of [...]

When sales get stuck and buyers won’t budge, sellers’ frustration sets in. Like the smell from a milk carton months past its expiration date, sellers lamentations rise up from [...]

Sellers need great sales presentations. However, the majority don’t have them.  As a sales consultant I’ve seen too many of their atrocities. Great slideshows are rare as oxygen on [...]