Sales Discounting and Negotiations – A Lesson from Sales History
Sales Discounting and Negotiations – A Lesson from Sales History Are there bad habits in selling we’ll just never fix? Many of problems with “sales” that we see discussed every day on LinkedIn, on webinars, at events, and in books are exactly the...
Getting Yourself Wanted; The Original Challenger Sale
Getting yourself wanted: the original Challenger Sale? In 1907, Norval Hawkins was doing some accounting work for the Ford Motor Company. He wanted to run the sales organization. He was confident. “I believed myself fitted for the position.” How would an accountant...
How Sales Hasn’t Changed – And Probably Should!
How Sales Hasn’t Changed – And Probably Should! “He who plans no further than the present is mentally blind. He who plans for a year ahead is a general. He who plans for a lifetime is a genius. He whose mental vision extends beyond his life and plans for...
Why Automatic Price Increases in SaaS are a Bad Idea
Why Automatic Price Increases in SaaS are a Bad Idea I’d like to think that not much upsets me…but there is one B2B practice that does. I was reminded of it twice this week… When did we begin to believe that including automatic annual price increases in contracts...