The biggest threat to your deal is the threat you've not anticipated…

“Buyers have changed and loyalty’s dead now. Customers don’t care about the relationship anymore!” I’ve been hearing that whine a lot from sellers.

Helicoptering behavior isn't just limited to parenting. It's especially damaging in sales organizations…

Last year, at a CEO forum where I was speaking, I was asked if CEOs need to be involved in pricing. Here's what I said:

Don’t let someone else’s routine serve as a flimsy replacement for the work you must do in defining your needs as a sales performer.

No one an unobstructed 360-degree view of their client relationships. Nobody…

The days of the ideal buyer have gone the way of the dinosaurs. So has the routine sales pitch…

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us.

There isn't a buzzword out there today that's more dated than the notion of you being in "partnership."

The talk trap lays waiting for unsuspecting sellers who innocently confuse somebody who will listen to them with someone who also has...

It’s a fact. Gartner’s recent market research confirms that virtual selling (and buying) are entrenched in how people want to do business now.

Copying your competitors isn’ a plan - at least not one that will work…

Good deals get stuck when you lack access to the right people to successfully close a sale. There are two ways that lack of access occurs.

The first step to selling more is to give more. A lot more…

Today, your customer sees you—the seller—before you see them. That means we no longer live in a sell-to marketplace. It’s a buy-from world now.

It’s a friction point that holds you back from achieving sales success: buyer objections.

More than ever, you need a proven approach to sustain your business now and position it for success in the economic recovery that’s coming.