More than 3 years ago I was interviewed by B2B sales guru Jill Konrath. Not surprisingly, our conversation about building strategic...

Are you a sales data naysayer? Think that metrics and measurement are “too confining” (that was a National Safety Council ad campaign...

With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I'll be moderating a second roundtable on...

"Prospective Customers Don’t Always Know What They Need"

As a seller, there are things that you should not do and then there are major irritants that turn someone far away from you. In sales we...

Yesterday I moderated a very interesting discussion on what a B2B company needs in order to create an environment that can help develop...

In my years in selling in the corporate world, I tended to run into a consistent issue - big clients would rarely, if ever, allow me (or...