Blog

Do business relationships imitate personal relationships? YES! First, it starts with understanding why people ‘like” certain p...

It’s clear that the buying process is fundamentally changing. Both business buyers (B2B) and consumers (B2C) are increasingly us...

There are many uncomfortable questions that we need to ask as consultative salespeople. The greatest value of these questions is t...

Tip Sheet #9 from Doing the Right Things Right by Laura Stack The greatest advantage of teamwork is that it achieves what individu...

Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people ha...

Want to hear a scary story? Here goes… You need to send an email campaign to a specific target market. So you decide to work wit...

Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will tell you that screening sales ...

I was speaking to a client the other day who joked, “E-books are the new white papers.” He was kidding, of course. He knows al...

What is it? It’s a rule to help you measure a customer’s true interest & the quality of an opportunity. Why is it importa...

The following technique can work for just about any profession. But for the sake of illustration, imagine you’re a freelance cop...

Finally, after many calls, emails and conversations, you get a nibble. The customer tells you they are ready, interested & wil...

Tip Sheet #10 from Doing the Right Things Right by Laura Stack How much do you value your time? Maybe you’ve never seriously con...