"Constantly arguing over price and terms is no way to go through life." It seems like we're arguing over everything these days. What...

“The world cannot be understood without numbers. But the world cannot be understood with numbers alone.” – Hans Rosling, Factfullness....

We've heard it for many years, "it's all about relationships," "it's not what you know, it's who you know" Of course with recent events...

The phrase "use your words" has become a humorous interjection. People use it to lighten up those situations when they get wrapped around...

Avoid the “gap” of exclusion. Some Demand Gen activities are seen as alternatives , when they’re probably another component to include in...

Minding those gaps when considering and on-boarding buyer intent technology and data. Best practices for maximizing the value of intent...

INTRODUCTION The biggest challenge in B2B sales today is getting in front of your prospect after they’ve decided to act, but before...

Grit is such a big deal that there have been two movies called “Tue Grit” and one book, called Grit. The movie version I’m familiar with...

Jumping the shark is an idiom used to describe when something (or someone) makes a misguided attempt at generating publicity, which backfire

Coffins and nails might not be the most encouraging of metaphors in these uncertain times. According to the Cambridge dictionary (the...

Previously, we made the point that expecting sellers to "create" demand with target prospects, where no demand currently exists is an...

In this current environment in B2B we should be clear about who we are selling to (our target audience), why and how

In the shadow of COVID - 19, we will see a serious change in the make-up of our buyer markets in B2B. Furloughs will become permanent...

In the shadow of COVID - 19, we will see a serious change in the make-up of our buyer markets in B2B. Furloughs will become permanent...

We could write a book on trust. As I’ve mentioned before, there are more research papers on the idea of trust than any other idea in...

I originally posted this article on July 2nd, 2017 (to coincide with the July 4th holiday). As the media starts to talk about Covid-19 in...

Pandemics and epidemics have left their mark on history. Wars and riots, distrust, the creation of new authorities and governance, and...

Spaniards, prisoners, moments, dilemmas, and sandwiches…and what they all have to do with commercially surviving the current crisis....

images courtesy of Olga Guryanova & Robina Weermeijer on Unsplash Wales dominated the sport of rugby in the 1960s, '70s, and '80s....

The biggest waste of a sales person's time is the deal they lose. Losing deals to "No Decision" is worse. It means that either there was...