Sales Reps as Educators – The Origin of the Profession
I recently had an exchange with a sales professor at an Illinois university who was asked to contribute to a research paper on the role of “salesperson as educator”. The premise, to his dismay, was the idea that the salesperson acting as an educator was a...
#FindDigger – Ten Years Later
#FindDigger – Ten Years Later My wife & I have always been big into rescuing pets. We currently have two dogs and three cats. Ten years ago, we had three dogs. Our kids were 4 and 2 years old, plus an older stepdaughter. One of our dogs was Digger. He was...
Negotiating in B2B: Establishing a “Sound Basis”
Negotiating in B2B: Establishing a “Sound Basis” Consider this for a moment: You get in line at your local coffee shop. When it’s time to commit and pay, would you inform the attendant that you have a budget constraint and need a discount to proceed?...
Selling Transparently – Better To Fail Being Honest Than Succeed Via Lying
It was twenty-five years ago this spring. The dot-com bubble was bursting, but nobody knew it yet. After a successful run at SAP in the late 1990s, I, along with a few of my SAP buds, all chased money, taking wildly overpaid sales jobs at an overfunded procurement...