Remember from last year’s Sales Kickoff? The theme?  The awards ceremony?  That awkward moment when the VP of Marketing tripped walking toward the podium? What

Sales is a transfer of confidence from seller to buyer.  Prospects want to feel like they are making the best possible decision and placing their

When I’m building relationships with potential clients, LinkedIn InMail and invitations are part of my social messaging rotation. If you’re in B2B sales, you’re probably

In Part 1 of this series, I covered three key trends influencing our buyers in the new sales economy. This post digs into four more

Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect

Often sellers don’t get to what’s of most interest to a prospect until 10, 20, 30 minutes or more into a demo. Turns out, that’s

“Tell me who your friends are and I will tell you who you are.” This popular phrase has been attributed to Confucius. No, he wasn’t

Companies are operating in a new sales economy – this chaotic swirl of business dynamics, technology trends, and cultural change. These elements are influencing and

Twas the Night Before Forecasts* Twas the night before forecasts, when all thro’ the halls, Not a seller was stirring, no one was making those