Pencil and price list

Getting Pricing Wrong

Years ago, I was at a large gathering of CEOs: all sharp thinkers who want to see their companies grow. While I'd been invited to address their forum to talk about the sales process, what many of them really wanted to ask me about afterwards was where they fit in that process. Specifically: do CEOs need to get involved in selling, and if so, when?

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Two business people talking, highlighting the role of an insider and partner.

Your Client Wants an Insider – Not a Partner

There isn't a buzzword out there today that's more dated than the notion of you being in "partnership" with your client. The fact that it's still used so irritatingly often in business today should give you serious pause.

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3 Ways to Win Big with Generosity

"How can I sell more?" I hear that question a lot from salespeople everywhere. More often than not, it's framed around a false assumption: the belief that you need to get more to sell more.

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Know the Different Types of Customer Value | Sales Strategies

Over the past few months, due to travel restrictions, companies have been conducting more and more product training sessions. I'm not opposed to product training, but it's critical that we don't pitch product features to our customers. Instead, what we need to do is transition product training into value training.

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