Do you know what makes you stand out against your competition? Do you have a clear picture of your ideal customer? And maybe most importantly, …

If you’re not doing everything you can to position your sales team to win, you’re potentially leaving millions of dollars on the table. A recent …

Are you experiencing any of these symptoms? (And are they driving you crazy?) You’re in a constant state of overwhelm. You know that you (or …

In today’s fast-paced markets, the companies who excel are the ones who invest in innovation—and the education that sets the stage for rapid advancement. Where …

Although I try to avoid it at all costs, sometimes a consulting engagement can divide teams into "them" (the client) and "us" (the consultants). This …

In my last post, I discussed how many sales professionals’ research misses the mark by focusing too strongly on individual characteristics, rather than the business …

Many B2B sales people spend significant time getting familiar with the specific needs and personal characteristics of the prospective buyers they meet with. However, it’s …

Asking every client the same 20 diagnostic or assessment questions is a comfort zone approach that has been taught for the past 30 years. However, …

To close more deals in a competitive market, you need to stand out from your competition. This all starts with positioning yourself not just as …

In today’s highly competitive world, you absolutely must differentiate yourself from your competition or you’ll lose out on many of your opportunities to close new …