Silence from a buyer puts undo pressure on salespeople. Getting the buyer to talk is critical. Getting them to share relevant information is even more important. Like a journalist, your job is to get ...

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative ...

We've been discussing the classic sales trainer Tom Hopkins on this blog for the past week or so. During that process, I've discovered that there's a fair amount of snootiness when it comes to Tom's ...