Seduced by Sales Models: It’s Not the Club It’s the Golfer
Have a look from the 30,000 foot level at all the sales models on parade. Spread out below you, reaching to the horizon, you'll find venerable models like Consultative Selling,…
Bloggers’ Top 10 Annoying Spelling Errors: Spellcheck Won’t Save You
You may be uneducated – but you needn’t advertise the fact. Of course, we all understand typos – though the sight of them uncorrected on a blogpost suggests serious amateurism. But what’s…
A Better New Year’s Resolution
It's that time of year again. Resolutions come in full swing and we all start to assess how we can improve on the last year. It just so happens that…
Clients Don’t Buy Solutions, They Buy Problem Definitions
I read an awful lot written about the role of value creation in sales, and I think it’s often misconstrued. So here’s a provocative statement: People don’t buy your value…
Cross Selling: Part 1 of 3 – What’s at Stake
This is part 1 of a three-part series. Part 1 – What’s at Stake Part 2 – What Goes Wrong Part 3 – How to Get it Right If your…
Books we Trust: Jacob Morgan’s The Future of Work
Jacob Morgan is the author of the newly released, The Future of Work: Attract New Talent, Build Better Leaders, and Create a Competitive Organization (Wiley). He is also the principal…
Relationships or Metrics? I Haven’t Got Time for Both
I heard it again today. I hear it in almost every workshop I do, and in every – bar none – big company sales organization I work with. It sounds…
Reports of Trusted Advisor’s Demise are Greatly Exaggerated
From James Edsberg, guest-posting on BeatonCapital Down Under, comes a curious 10-point blogpost – The Trusted Advisor: R.I.P. Edsberg says, “It’s time to drop the tired phrase of ‘Trusted Advisor’ from…
Agile Selling: Q&A With Jill Konrath
Jill Konrath has made a name for herself as one of today's top thought-leaders in sales. A well-known author & speaker, Jill seems to be just about everywhere these days, and…
Insight Selling: A Q&A with Author Mike Schultz
It's no secret that I've been a contributing author at RainToday for many years. In that time, I've had the opportunity to collaborate and connect with many thought-provoking professionals. Last…