If you're paying a third party to factor your receivables, instead, have you thought about having your customers factor for you? I don’t mean with those specific words. I mean, when they ask for a discount, instead of providing said discount in the form of charity to...

Gartner came out with a study last year revealing that a buyer spends 61% of their purchase process time doing research outside of the 39% of their time spent with you, your competitors or their internal buying groups. That's our fault as sellers. A substantial...

Why do we teach a massive erosion of trust at the end of our sales cycles - aka "negotiation"? Here's the explanation of a simple framework to help you negotiate with your cards face up instead of treating negotiations like a poker game. Here's my recent article in...