Nearchos Ntaskas “Evangelism” became a business buzzword during the internet boom of the late 1990s. In fact, as Apple’s second software evangelist, I helped popularize the term. The idea is simple: Derived
Sales managers have a difficult relationship with luck. They love it when it’s helping their teams, but they know how unreliable it is. They’ve seen it occasionally give a lift to morale, but they’re familiar
In theory, everyone understands that preparation can make or break an important meeting. The more work you do before you walk into the room, the more productive and efficient you’ll be. But who has the
When I help a company with their pricing strategy, the typical first day of an engagement entails the client company’s vice president saying with a grin: “So, how are you going to help us raise prices?”
Proper questioning has become a lost art. The curious four-year-old asks a lot of questions — incessant streams of “Why?” and “Why not?” might sound familiar — but as we grow older, our questioning decreases.
Companies have become savvy customers, often determining the solution they need, the supplier they want, and the price they’ll pay before a salesperson sets foot through the door. In this competitive the
Last week I jumped on a plane and spent the week at my client’s office. When my client services director initially directed me to take this trip, I was a little worried: What was I going to do with myself?
The number of inside sales jobs has increased dramatically in recent years, far outpacing the growth in jobs for field salespeople. We spoke with Mike Moorman, a senior leader in ZS Associates’ B2B sales
Here are some real-life examples of cold calls gone wrong. These short (less than 30 second) clips were recorded by Steve Kloyda, also known (rightly) as "The Prospecting Expert," whose website has great