How Effective is the Teaching Conversation?

How Effective is the Teaching Conversation?

Nov 1, 2023 | Sales

How effective is the Teaching Conversation? When done properly, it is an incredibly effective Sales Tool. We’ve worked with scores of Complex B2B Sales teams over the past 15 years teaching them how to create and deliver an effective Teaching Conversation. The...
Continuous Sales Learning

Continuous Sales Learning

Jun 22, 2023 | Learning

What is Continuous Sales Learning? Why is it important? After 30+ years in Technology Sales, there is an opus piece of work that I still need to complete. It will be the legacy that I leave behind for the Complex B2B Sales SaaS community at large. Including my two...
The CEO Three Envelopes Story

The CEO Three Envelopes Story

Jun 7, 2023 | Leadership

A new CEO has been hired to turnaround the performance of a struggling company. He gets into his new plush corner office very early on his first official day of work. He’s somewhat startled as he enters his office because there is someone sitting at his new desk...
Flawed Lecturers (aka: Beware the Charlatan)

Flawed Lecturers (aka: Beware the Charlatan)

Aug 21, 2019 | Leadership, Learning

The great thing about Social Media is that everyone can easily publish their thoughts and opinions. And the worst thing about Social Media is that everyone can easily publish their thoughts and opinions. Anyone can now conduct “research” and publish their “findings”...