3 Easy Steps to TOP Line Account™ Victories

Well, first of all, what the heck is a TOP Line Account™? A ‘TOP Line Account’ is your biggest and best prospect and/or current customer poised for expansion.  Sometimes referred to as a ‘Million Dollar Deal’ (which might be 100K or 10m+...

How to Avoid the Downside of Collaborative Selling

Early in my sales career, I was told that the way to become a top performer and close larger deals was to sell collaboratively by bringing the right resources into the deal to maximize the outcome. The more relevant and credible the people involved, the better. These...
Are Your Presentations User-Friendly?

Are Your Presentations User-Friendly?

When it comes to explaining your ideas to others, think women’s perfume or men’s aftershave: less is better. People are drowning in an endless flood of facts, figures, media messages, emails, interruptions, etc. To protect themselves, they are more likely to...