The First B2B Telephone Cold Calls
The First B2B Cold Calls Do you remember making your first telephone “cold call”? You probably just did it, right? Very little forethought, other than the fact that it was part of your job. My first selling job required a certain number be made each day, selling...
Why Is The Time Right For Transparent Negotiations?
Why Is The Time Right For Transparent Negotiations? Why are we still negotiating like it’s 1985 – when the deal itself was the peak of the selling relationship? In today’s economy, where the proliferation of information is abound, and where the deal...
The Notes of John Patterson to The Sales Team – May of 1893
The Notes of John Patterson to The Sales Team – May of 1893 Can you imagine… It’s the Spring of 1893. You’re working for the NCR Corporation (National Cash Register) in a sales role – and your ultimate boss, the CEO, is John Patterson. John Henry Patterson...