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sales, selling, challenger sale, shiftability, shift, sales professional

Death of the Salesman? I Don’t Think So

It seems that the wave of the sales revolution is picking up steam. Just now we are seeing many “sales experts” announce that the role of the salesperson is gone. The internet has won and people in selling can be replaced by specialized recognition systems driven by big data manipulation running on machines. First of […]

sales, sales leadership, challenger sales, sales development

All About No.

I remember clearly one of the early conversations I had with Jim Camp, author of Start With No. Jim and I had become good friends very quickly. We shared a true passion about the power of NO. America’s number one negotiating coach, Jim passed away in November of 2014 and the world misses his practical […]

Build to Serve and Win

Building blocks are not just for kids! Sales people need them now more than ever. Let me expand and explain. As sales people we are told to “just go sell”. Get more face time with our clients. Understand what they need and then deliver it. Simple, right? From that single perspective yes it is. And […]

The Journey Into Relevance

In the beginning there were people who made stuff and people who needed stuff. Then there were the peddlers of stuff who helped the makers and the buyers find each other.   The peddlers of stuff were very successful for hundreds of years, because both the makers and the buyers needed them.  Stuff was bought and […]

Stop Giving Presentations

Please. Stop giving presentations. Now, let me expand and explain. One of the very worst tools to ever be used by a sales person is PowerPoint. Not that it is bad on its own, just that we all use it as a crutch. We have all misused the true power of the tool because it is what […]