One of the quickest ways to leave a bad initial impression is to forget who you are talking to, and why. We in sales spend a lot of time making sure decision-makers understand our goods and services, but then we fail to quickly connect those solutions to someone else’s needs. This information imbalance becomes apparent […]

How do you define the value of a newsworthy big deal? If your answer stops at a dollar sign, think again. Really big deals are defined and driven by the business value we bring to the customer, not the revenue we gain. It could be about helping a customer cut costs by consolidating complex, antiquated, […]