Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete success fully, sellers must set themselves apart in the eyes of buyers. Amp Up Your ...

Forget everything you learned about selling. Persuasion is not a sales skill—it’s a blunt instrument of last resort that sellers use when they don’t know how to influence the choices their buyers make. It’s ...

Customers today have a simple request of all sellers: "Just give me the information I need. Now. Don't dress it up, don't overdo it, don't take me to lunch. The time I have to invest in you is limited, and all your extraneous act...