Blog

As sellers, we’d like to think that customers eventually see the error of their ways. Customers, being the customer, have the right to make bad buys. And they do, whether it’s [...]

This question has come up a number of times as sales reps consider changing jobs. Phrased differently you could ask: Who owns prospects’ info, their digital data, the relationship? Sales [...]

One way to get more sales is to speed up the sales cycle. But when it can’t be shortened, the game is to win the bid competition. Here are six thoughts about getting better at winning the [...]

What do your customers think? What’s important? Challenging? If you get these answers you sell more, so we ask customers. But their answers don’t help.