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Forrester Research predicts "1 million US B2B salespeople will lose their jobs to self-service eCommerce by 2020, accounting for 20% of the B2B sales force."

In our series on building a house of business, we first covered the numerous aspects of vision, which of course comes before anything else. Now let’s move onto bringing this vision into reality. Where does that begin? The Plans When erecting a building, between the vision and actual construction comes the architectural design, and the ...

You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, ...

In our last article on the subject of building a house of business , we took up the first crucial factor, vision. We discussed how a vision, to succeed, must become action, and its creator must, above all, persist. Now let’s go into some other very vital elements of vision. Value It’s true of any ...

Whichever holidays you celebrate and indeed, however you celebrate them, I thought, for some holiday fun, it would be entertaining to share some different and fun holiday traditions from around the world: ?? #10 KFC in Japan – yes for 45 years now Japenese locals have flocked to KFCs across the country to savor the ...

While anyone that isn’t in sales is enjoying the common stresses of the holidays, outside salespeople are fearing missing their quota for the year.  The pressure is on to close, close, close.  For salespeople that focus on building relationships and not burn and churn, the pressure is a lot less.  Why?  Those salespeople that took ...

We came up with, “Views to Becoming a Beneficial Partner.”  A quick reminder of why we are in the business we are in – to help people. View One — Be Real People can tell when you are being fake.  Creating a strong client relationship based on trust and respect goes a long way.  People ...

Continuing our series on building a house of business, let’s take up the first crucial factor, vision, in detail. Without vision, no house—nor business or anything else for that matter—gets built. An analogy would be riding a carousel. There’s a lot of movement, but it’s just going around and around in the same place, and ...