Don’t Believe What They Say About Listening and Sales
The sales admonition to sell better is only half true; it's not about the answsers, but the process too.
Negotiation and the Short Term Performance Trap
The best short-term results don't come from short-term management, but from longer term.
Top Ten Things Not to Say in a Sales Call
Top Ten list of no-nos a salesperson should never say
FUD – Why Sell Is Still a Four Letter Word
Greg Milliken tells us about the origin of FUD—Fear, Uncertainty, and Doubt. Think “Nobody ever got fired for hiring IBM.” In other words, it’s selling by spreading FUD about your…
How Marketing Can Destroy Sales Trust
When marketing overwhelms sales, the results are bad--for all concerned.