There has been a lot of talk about the value of social business lately from a lot of sources. One sales expert I know recently went...

In talking with a wide number of sales pros in the last week it hit me that our profession keeps us somewhat isolated. It is the nature...

Dreamforce is a most awesome event for anyone in B2B sales. I have attended six times - this year will be my seventh. I was at the very...

It's simple messaging that we remember.

Do or Do not. There is no try. - Yoda

One way you can be more successful in remote selling -...

In talking with many sales reps this week I'm hit with two words that come up when I talk with the most engaged, most passionate, and...

In a conversation with a very busy CIO (Chief Information Officer) recently he said that he hates when sellers do any of the following:

It takes time to build trust. That’s why there is a buying cycle– why most people don’t buy on the spot. Buyers and sellers are doing a...