Coming to the final article in our series on sales ethics, let’s now cover its most practical aspect: sales ethics characteristics. Basics of Character I previously wrote an ebook, Who Are You? The Critical Role of Character in a New Era of Sales explores this subject in depth. I highly recommend you read it. This ... Read Post

During economic downturns or recessions, connecting with buyers at the beginning of their decision-making process can be a significant challenge. In this blog post, we will delve into the intricacies of comprehending buyer personas, their priorities, success factors, perceived barriers, decision criteria, and the complex journey they undertake. Jim Kraus: The Voice of Experience At ... Read Post

In the world of business, referrals are often hailed as the golden ticket to growth and success. However, many individuals and companies find themselves wrestling with the challenge of generating referrals. It can be a perplexing endeavor, leaving you wondering why your efforts aren’t yielding the expected results. In this blog post, we’re going to ... Read Post

As we approach the end of another selling year, emotions and stack rankings often get in our way, clouding our better judgment regarding deals. In efforts to secure a big win that will put us over 100% for the year, we’re often tempted to cut corners. Cutting corners, of course, often means cutting our prices ... Read Post

As we carry on with our sales and ethics series, let’s pose this question: What is ethics, really? We can begin by pointing that ethics isn’t found only in the mind, or strictly in the heart, but in both. Real ethics requires a 2-way highway between the mind and the heart. The mind contains the ... Read Post

Without a doubt, consumer social media usage on Instagram is at an all-time high. Instagram marketing is effective for B2B brands because it’s where the customers are. And in every stage of the buying process, the platform’s visual, digestible content becomes the secret sauce in making any value proposition stick in the customer journey of ... Read Post

Transforming Sales and Marketing Alignment: The Rise of the CRO In the ever-evolving landscape of business, the harmony between sales and marketing departments has been a long-sought-after goal. In this article, we delve into the transformative role of the Chief Revenue Officer (CRO) and how it is reshaping the traditional boundaries between these two crucial ... Read Post

Continuing our series on sales ethics, we now pose the question: when dealing with sales ethics—or ethics in any field, for that matter—should we operate on values or principles? Values Often, principles and values are confused. Values are not the same as principles, for values are contextualized. For example, there is an old account from ... Read Post