Given our current times, I’m sure you’re finding decisions are moving up by at least one or two levels in authority; deals today are under much greater scrutiny. As organizations try to find their way through 2020, deals that do get approved must be associated to top...

Under normal circumstances, I’d receive a few requests a quarter for career advice.  As of late, this has increased. Friends and colleagues, including their recently graduated children seeking guidance to find a job – those straight out of school or seasoned...

We’re now more than 4 months into our “new normal”, and things don’t seem to be changing anytime soon. With so much doom and gloom in the news, how can we as salespeople be expected to continue performing at our pre-lockdown production? It’s simple, we can be the...

The more things change, the more they stay the same   This article was co-written with Carlos Nouche.   These are unprecedented times for all of us regardless of region, industry, role or age. However, for many of us, we have experienced crises before –...

The one thing I’ve learned that I use every minute of every day is that to be successful in sales the seller must understand and align themselves with their buyer’s view of the world.  What problems is the buyer trying to solve and why?  How does the buyer envision...