I recall when, back in 1989, I was a few years into the growth of my first software company. Having bootstrapped the business, and eked out survival through the first year or two, things were beginning to take shape. Each…
5 Steps to create a VITAL Vision for Success
Sales 2.0 Network now available on iPhone
On this day, when Apple is due to announce its tablet, I’m delighted to announce that the Sales 2.0 Network is now available an as app for your iPhone, iPod Touch, and – if the rumors are true – it…
Hey Salesreps… This Post’s For You.
After a webinar I did in December with The TAS Group, I got an angry email from someone who attended. He wrote, “Instead of all the negatives how about offering some sales help for those of us that still have a…
Sales Process Design: What would Apple do?
This week, on January 27, Apple is set to reveal its much anticipated tablet device. Already whole industries are in a flurry about what this might mean. As reported in the New York Times, “Because the tablet is said to create…
CEO Perspective: Guest Blog – John Golden, CEO Huthwaite, Inc.
One of the charter members of the Dealmaker Partner Network is Huthwaite Inc. Huthwaite is best known for the famous SPIN Selling program, used by millions of sales people around the globe. But there’s a lot more to Huthwaite than SPIN. Here,…
What do you do now if your sale depends on Internet Explorer?
In case you missed it, things are not good right now for Microsoft. French and German governmental authorities are advising their citizens to switch from Internet Explorer to another browser for security reasons. What would you do if you’re selling…
5 Principles of Partnership
Sometimes I worry about the connections my mind makes – but it’s curious how random synapses fly and link some thoughts together. I was recently involved in reviewing The TAS Group’s CHAMP methodology. CHAMP is about helping organizations develop effective…
The 4 Immutable Facts of the Agile (Sales) Imperative
When change happens, it’s often hard to predict what’s next. When it’s extreme change, as we experienced in the economy over the last year, you need to be prepared to ‘turn on a dime’ to respond to the adjustments in…
If you think we deserve it, we need your help to keep Innovation on the agenda
If you’re a regular reader of this blog, you’ll be aware that we take a very strong position on the role of innovation in advancing the cause of professional selling. We’re looking for your support in voting for continued creativity and inventiveness. …
‘Authenticity’ is the single best practice for effective social media
One of the interesting things I observed last year was the correlation between the decline in Social Capital (i.e. trust) and the decline in Market Capital. Perhaps it’s just a coincidence, but as you will see from the graphic below,…
