#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...
Four Myths of How The Sales Profession Has Changed
Four Myths of How The Sales Profession Has Changed Can we dispel some myths about how sales has changed so much? Here are four of those myths. Let’s see how far back we go… Myth 1: Buyers know more nowadays “Buyers know more nowadays.” – Thomas Herbert Russell,...