We all know that the business world changed permanently as a result of the recession that began in 2008. We’re all familiar with the enhanced power of purchasing, emboldened strategic procurement practices, and very deliberate attempts to squeeze most, if not all, of the profit from suppliers who compete fiercely and are often desperate. We ... Read More
I’ve been observing how quickly Alyson Stone from Pipeliner CRM has made a significant contribution to the body of B2B selling content through the blog she curates. This is a high-quality destination, with a fine assortment of contributors. I posed a different question to Alyson. How about if I interview you for your own blog. ... Read More
Like Bill Murray in the now-iconic movie Groundhog Day, far too many executives fall short in their attempts to hire a sales VP who can get the job done, so they find themselves repeating the process again and again, without ever truly realizing why they continue to fail. I’ve spoken to enough CEOs to understand ... Read More
If I’ve learned anything from over a decade of guiding companies through evaluating and selecting the right sales training provider, it’s that luck and superstition have no place in such an important process. That’s why business leaders who don’t shy away from following these 13 best practices are consistently successful in their efforts to engage a ... Read More
I thought it would be instructive to publish an email I received from Jonathan London, who runs The Improved Performance Group. Jonathan was selected by an ESR client to deliver critical sales training last month to a group of (non-sales) relationship managers who would soon be responsible for cross-selling a brand new product to their ... Read More
Author's Publications on Amazon
The first CRM solution designed to actually empower salespeople.
Sales POP! Weekly Digest
Sign-up to get a weekly summary of the top posts, publications & videos from the previous week delivered straight to your inbox.