Apr 25, 2016 | Best Practices
What does the future B2B sales rep look like? I was musing on this very subject a few weeks back with a long time colleague. We started to riff on this and our creative juices started to flow. Plus we were both a bit punchy as it was late Friday afternoon and it...
Apr 9, 2016 | Best Practices
When did quality die? It seems like everyone is always in such a rush to get things done faster these days. This insatiable need for speed and faster time to market pressures have come directly at the expense of quality. I hate to sound like an anachronistic, old...
Feb 12, 2016 | Best Practices
First, let me qualify that this isn’t a politically inspired blog post. Instead it is a genuine observation that I’ve experienced in watching the Presidential candidates and debates. Most notably, the surging grass roots popularity of one Bernie...
Jan 23, 2016 | Best Practices
You are a sales rep and you’ve just been notified by your prospect that your product/your company has been “verbally selected” as the solution they want to move forward with. As a long time VP of Sales, I can assure you that one of my least favorite terms in sales is...
Dec 29, 2015 | Best Practices
As 2015 comes to a close, I am blessed and humbled to think that the company that I founded, True Sales Results, will be celebrating ten years in business next year. When I started the company, my business plan was drop dead simple. I came up...
