With this post, we begin a series examining the sales techniques of the greatest salesperson of all time: Jesus of Nazareth. Before anyone gets upset, this doesn’t mean I’m taking a jaded view of Jesus and only characterizing him as a salesperson. Nor does it mean I’m stepping all over religious toes and pushing Christianity. ... Read Post

Conventional wisdom like "I'm busier than ever, customers are so informed they don't need me" or are they in fact myths? Our new series explores the reality. Read Post

CEOs and sales managers have long struggled with ensuring their sales team sells on value, not price. They hold rah-rah sales meetings that tout the benefits of the product and services. They teach negotiation skills, with the goal of salespeople standing firm on the price when meeting with a professional buyer. So why do salespeople ... Read Post

Technology is advancing at a breakneck speed in almost every single discipline, which means regular sales personnel are at risk of becoming obsolete. Companies now need people who can present the benefits and features of highly specialized products. Unfortunately, many of these products are beyond the comprehension of those without at least some background in ... Read Post

Business needs and solutions are more complex than ever. So the skills needed to be successful are more critical than ever. Here are two skills that you really need to develop. Read Post

Selling Me, Selling You Taking off from the magnificent song by Abba (Knowing Me, Knowing You), this final article in our series on the biggest sales mistakes you can make takes up the most crucial error a salesperson can commit—and also the biggest trap they can fall into. Selling Me The “Selling Me” part of ... Read Post

If you don’t know your nearest enemy, you should. And you should give them special attention. You may have several competitors in your space but it is essential to focus on the one that is nipping at your heels; you are extremely vulnerable if they decide to grow at your expense. Here are some simple ... Read Post

In port cities, we see the massive mooring lines that securely tie huge ships to the docks. Getting those ropes down to the piers from the giant vessels was a problem that inventive sailors solved long ago by wrapping the roping around itself at the ends, creating what looked like monkey’s paws. These were heaved ... Read Post