Let’s set the record straight!

Let’s set the record straight!

It happened again…another expert referenced a statistic that, well, just doesn’t exist. You may have heard this one as well. I’m asked about it quite often and it goes something like this: “Decision makers don’t talk to sales people until 67% of the buying...
It must have been those baby blues…

It must have been those baby blues…

This one is an old story, had to search deep in the archives for it, and even though it’s not exactly a selling situation, it is a great example of just how important it is to 1) be prepared, and 2) ask the right questions. It seems that the wet-behind-the-ears...

Sales Channel Management

  What is “sales channel management,” and how can we implement it in an effective manner? Before we get too far into this discussion, let’s first identify the exact meaning of the word “channel” (courtesy of www.dictionary.com): A course or pathway through which...
Dealing with Adversity

Dealing with Adversity

DEALING WITH ADVERSITY You’ve had one of those days… you know bad news from a client, conflict with a peer, bad luck or timing on a crucial project, or whatever. Bottom line, something went horribly wrong, and the rest of your day, week, or month may very well be...