When it comes to business acumen, how well does yours measure up to a busy executive’s expectations? Do you have a firm grasp on their industry

A sales professional I know landed one of the biggest deals of his career when he least expected it: while vacationing in Hawaii with his family. He was sitting poolside, watching the kids, when an executive he’d met briefl...

"The largest misconception about communication is the illusion that it has taken place." George Bernard ShawIn a recent ValueSelling Associates/Training Industry survey, two-thirds of executives said sales reps calling on the...

Let’s go old school with a quote from the Greek philosopher, Socrates: “Life is full of questions. Idiots are full of answers

I was told by a friend recently it's been scientifically proven that our concept of time speeds up as we age. I wonder if that is why it seems there are not enough hours in the day to get everything done including making sure...

I’ve been in B2B sales for over 20 years, as a sales rep, sales manager, sales leader, consultant, and trainer. With my career spanning the information-technology revolution, I’m reminded every day how technology has fore...

I love the Olympics. The competition is fantastic and more than the competition, I love to hear the stories of the talented athletes

Blustery conditions are expected in Pyeongchang, South Korea for the opening ceremony of the 2018 Winter Olympics. Even so, the athletes will surely be donning their country colors with pride and preparing to give their best ...

As 2017 came to an end, there were a few key purchasing decisions I was considering. The time had come for our firm to upgrade our infrastructure and technology platforms