Selling to Human Resources
HR industry consultant and thought leader Mark Stelzner at Inflexion Advisors recently authored a fabulous blog post on ‘5 Ways to Torpedo Your Next...
Read More
Sales Recovery
Late last week I received a red alert phone call from the SVP of Business Development of a large tech. company on the East Coast. She had a real...
Read More
Sales Influence
Would sales be easier if every call you made was to a prospective buyer who was aware of both you and your organization prior to talking? Would it be...
Read More
Perspective
Great relationships are resilient. They ebb and flow. Time passes. But the most meaningful one’s can quickly come back to center. I am lucky to have...
Read More
Opportunity is More Important than Pain
In professional sales the sellers are often taught to “find the pain”. Uncover where they are really hurting. Expose that. Spend time there. Dig into...
Read More
The Problem IS the COLD Call
I’ve enjoyed the pretty active discussion in the Sales Management Association Group on LinkedIn in response to the post, “I am facing the problem...
Read More