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Discounting gets a bad rap. Critics consider it an act of desperation, a last-ditch knee-jerk tactic vendors try when prospects get nervous and jittery about buying. Discounting is a Sure Sign of Sales Failure, proclaims one recent headline. Other titles are similarly dismissive: Salespeople Who Give Discounts Are Not Salespeople. It’s easy to get cowed into ...

The sales department sits at the center of a company’s ability to generate revenue and grow. Small and medium-sized businesses depend critically on their sales departments in order to compete against the competition. With competition being so fierce these days, SMEs must use all the best available tools and strategies. This is particularly true for the ...

Before we were so rudely interrupted by covid19, I had begun a series on the vital subject of disruption in commerce and how it changes history. The greatest disrupter in history was likely Jesus of Nazareth, whose brief “career” disrupted and altered the course of history for the following 2000+ years. If we set aside ...

The term “trusted advisor” has become a hot topic in the sales world. Being a trusted advisor is seen as the ultimate role for a salesperson, and thus, people strive to be labeled this coveted term. However, many salespeople don’t entirely know what that means or don’t know how to qualify when you have actually ...

Organizational vitality is when the people of an organization are energetic and have a sense of meaning and purpose in the work they do. One measure of organizational vitality is employee engagement, which is strongly influenced by leadership. It’s tough for employees to be engaged and participatory if the leaders aren’t also engaged and participatory. ...

In his book The Road to Ruin, James Rickards poses the question of whether or not we are having a total collapse of society. Because our world today is so networked, just about anything that happens has a global chain reaction. It’s difficult to predict whether or not we can come out of this current ...

Many people are curious about what the future of sales will look like with the addition of artificial intelligence (AI), and other AI-based tools. Some people fear that it will be an absolute armageddon and the end of all sales careers. Other people think that it is an amazing tool for salespeople to have access ...

Every business in the world has been bombarded with changes.  Most headlines emphasize the bad ones, and I don’t want to minimize them. However, there are some significant opportunities among the wreckage.  It’s time to think about whether and how you can capitalize. New Normals….Plural…and one Over-arching Change. We aren’t in for a single “new ...