2019 B2B Sales Predictions

As I gaze into my 2019 B2B Sales crystal ball, what do I see? Well, for enlightened B2B technology sales leaders I see a tremendous opportunity to improve their selling effectiveness and outperform their competitors. You are probably asking yourself but how, pray tell, is this possible in 2019 when it is harder than ever…

Don’t Trust Chauncey Gardiner!

“I understand.” This is just one of the many classic lines of dialog in the 1979 movie called: “Being There”. There was an amazing cast in the movie starring Peter Sellers giving his most sublime performance ever. The supporting cast included Shirley MacLaine, Melvyn Douglas and Jack Warden. The movie won numerous prestigious awards including:…

Words Matter

Words matter. And if you are a sales professional, then they matter a lot. In fact, one word can make the difference between winning a new customer and losing a new customer. Great sales reps spend a lot of time thinking about the words that they will use with their customers. Mediocre sales reps don’t…