Selling Well Requires More Than Confidence I have met a lot of confident sales professionals over the years. Some had strong personalities. Some could carry a room. Some were excellent
By Carl Erickson on Modern Sales Strategy Technology has transformed the buying process. Buyers have access to more information than ever before. They can research solutions, compare vendors, read reviews,
A lot of deals die quietly in the follow-up stage. The meeting seemed good. The buyer sounded interested. The seller sends a recap email with next steps. Then the seller
Many sales problems are not caused by lack of effort. They are caused by misplaced effort. One of the clearest examples is the seller who talks too much. They explain