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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 […]

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 […]