Michael Phelps, Olympic Gold Swimming Champion, was known to say “I think goals should never be easy – they should force you to work,...

Recently I had the opportunity to talk about how challenging and complex modern sales has become for both the sales rep and his or her...

The classic question and answer in sales I remember about this time each year is:

Q: What happens between Thanksgiving and New Year’s?A:

At the CEB Sales and Marketing Summit many dimensions and directions of growing revenues were discussed, as was roadblocks to seller...

I headed to Las Vegas for CEB’s Annual Sales and Marketing Summit with a bit of apprehension. I had never attended before, and was...

There is no doubt I have been blessed with great friends and colleagues in the world of B2B professional sales and sales leadership....