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20+ years ago I was teaching a public Solution Selling workshop in Del Mar, California. I was going around the room, asking each participant what they sell. Most attendees were selling some kind of technology based, B2B productivity improving system to a committee of risk averse buyers. I got around to ‘Richard,’ and I asked ...

Everyone has their own unique story of how they got into sales. For me, it started with a job in software implementations, in which I was promoted to manager. My staff, who were my former peers, had trouble with my overachiever management style so the company moved me into sales. Early in my sales career, ...

Have the sales in your business been growing steadily and then suddenly stall? When it comes to sales growth, many small businesses experience a period where it feels like they aren’t moving. They struggle through rough waters and can’t seem to get ahead. It’s frustrating because it seemed like you were sailing along fine with ...

Top Line Sales was engaged to help a healthcare insurance client prepare for an executive presentation following an RFP (Request for Proposal) process. Their largest customer issued an RFP which included all the services they were providing. They were very concerned, as we all know, anything can happen during an RFP. We held a War ...

So we are now in Q4 FY2017, I thought we should have a bit of fun – or perhaps it is gallows humor depending on where you are with your quota for 2017. As others start thinking about Halloween, many salespeople already have masks on – with expressions like confidence, determination and commitment etched on ...

The Confused Mind Never Buys A little less than a year ago, I decided to move my checking accounts to consolidate my finances into one financial institution. All but my investments and a few checking accounts were in one place, and I thought at least getting both my business and my personal accounts into one ...

I’m a client success manager at TechnologyAdvice, where we help connect buyers and sellers of business technology. In addition to serving consumers, we also work with vendors to grow their customer base through our unique demand generation programs. Before I was a client success manager, I was a tech advisor, handling inbound high quality leads ...

Warning: A lunch with Rob Jolles may be hazardous–or, more accurately, it might mean you end up an unwilling participant in one of his articles, and so begins our story…. The other day, at a designated time and place, I met a friend for lunch. My day was to be a busy one, but this ...