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You’re in sales. You’ve got a product to sell. Boom. Done. Then on to the next deal. Your technique? You use the sales enablement tools...

Are any of your customers involved in corporate spinoffs? Sales and marketing people are always advised to keep an eye on potential mergers...

If you’re like most people, a networking event or cocktail party filled with unfamiliar faces does not top of your list of favorite...

There’s no escaping the fact that we live and conduct business in a social world. Harnessing social technology is clearly now a mandate for...

LinkedIn is beyond amazing. Those who remember what it was like before LinkedIn know that it has transformed so many aspects of business,...

You wouldn’t use a CRM to court a potential romantic partner. So why do you rely on so much to build a sales relationship?

Have you heard the one about the veteran sales manager – the one with at least 25 years of experience -- who remembers the days before...

A career in sales can be very lucrative. So much so that many people try their hand at it at least once in their careers. Yet if success in...

In sales there is constant pressure to land newer, bigger customers. While acquiring net new customers is important, you may be leaving...

As salespeople, we don’t like to think of ourselves as solicitors. We are providing solutions that we truly believe in (or should anyway),...

Your database is full of potential customers, some with a higher closing probability than others, but they all have one thing in common:...

The goal of sales is to convert prospects into customers, but not every prospect should make the cut. Just because you can do business...

There’s a big difference between a strategic sales pro and a product jockey. Product jockeys wear what they are selling like a name tag,...

2015 seems a long way from the tough economic times of 2008 and 2009, and certainly the economy is much better than it was. But if history...

Let’s face it, failure is easy. There are far more ways to fail than there are to succeed. Success takes hard work, commitment,...

The past decade has seen a technological revolution across all industries, and healthcare is no exception. Technology has quickly become...

One of the biggest challenges faced by today’s technology companies is the constant changing of sales representatives. Our customers tell...

All it takes is opening your inbox to realize we are living in a world of information overload. This affects all teams, in every...

In an article entitled Your Scarcest Resource, the Harvard Business Review makes the sensible case that "Time is money, but few...

This week the Wall Street Journal's CIO Journal ran an article by two Bain & Company partners entitled, Why Enterprise Technology...

Jeff Henley, Chairman of Oracle Corporation, recently told Forbes that many companies have elevated strategic digital transformation...

We've written in the past about why personas, while useful, are no substitute for CXO intelligence.

If you get butterflies heading into a meeting with a CXO, you are not alone.

How confident do you feel going into a sales call with an executive decision maker?

In our meetings with enterprise sales leaders, we notice a lot of heads nodding around the room when we talk about:

We have been reading a lot lately--and hearing from our customers who sell cloud-based solutions--about the demise of the enterprise deal.

When it comes to meetings with C-level executives, a whole new level of sales readiness is required. Unlike your mid-level customers who...

Having worked on CXO-facing programs for more than a decade, I think I have a pretty good idea of what works and what doesn't when it...

The "Rule of Thirds" is really quite simple, but we think a powerful lesson lies within. Follow me for a minute.