Let’s face it, there are few things in life as utterly frustrating as being given the price of something, setting aside the money to pay for it and then over time discovering a whole bunch of hidden costs or ancillary costs that either you overlooked or the salesperson forgot to mention. Doesn’t matter whether this ... Read Post

Here are some of the all-time worst things I’ve heard salespeople tell themselves or their managers, actually thinking they were doing well! Read Post

Traditionally, human resources and sales department do not work together. Human resources deal with recruitment and solving employees’ issues while the sales department focuses on driving sales for the company. However, today, in many workplaces, these two departments are integrated where the HR department is also now tasked with helping the sales team to succeed. ... Read Post

My last blog post was dedicated to the statement that sales enablement, contrary to what many of my colleagues say, does not begin with people. In actuality, it begins with processes. Once those processes are up and running, then, we get to people. Which people are we talking about? Well, that would be the sales ... Read Post

At one point, online marketing was just another option when it comes to advertising goods and services. These days, it is a must. It is something that should exist together with traditional marketing techniques to get the best results. Millions of businesses have a website now, and there are plenty of good and quality hosting ... Read Post

We know all about team selling, don’t we? The entire selling organization pitching in to help win deals. In pursuing major account business, it’s a mandatory strategy. But what about the other side of large account pursuits – the other collaborative strategy? Team buying. I put this in the context of major accounts because that’s ... Read Post

By the time I was ten years old, I was fascinated with business and sales success.  The stories of some adults doing well while others were needing to quit always fascinated me.  I would wonder what the differences were between those succeeding and those who were not.  My guess was personality is a significant piece, ... Read Post

When first done, sales enablement has nothing to do with people! Read Post