What Do Salespeople Get Out of Creating Content

Full disclosure- I am strongly in favor that salespeople should blog, or create content. Should being the key word. Not everyone will, but anyone can. This is also not an argument for content creation for the sake of content creation. When coaching salespeople,...

Does Your Price Include Value

Too many sales teams think (and maybe some are told) to close the deal means caving in to customer’s demands on price. And that might have been true when “buyers” were buying a ton of aluminum or palates of paper. Maybe giving in on price meant landing a big sale. Now...

New Sales Process? Simplify Your 90-Day Plan

Implementing a new sales process or any type of change in your sales organization can be wrought with problems without a clear plan to drive accountability and timely completion of key deliverables. Therefore, establishing a 90-day plan is essential to focus and stay...