“Strategy is the key to understanding the dynamics of any competitive sales campaign. The key to strategy is to make the invisible...

“Thus, what enables the wise sovereign and the good general to strike and conquer, and achieving things beyond the reach of ordinary men,...

“When considering or approving a particular supplier, executives base their view on how a solution will affect the fundamentals of the...

“The Volkswagen Group, with its global expertise in automobile production, and Amazon Web Services, with its technological know-how,...

“A Power Base is a powerful force within any organization, capable of reaching across departmental and geographical lines where each...

Every buying decision requires an Economic Buyer to fund it. To qualify as an Economic Buyer the stakeholder of a buying decision must...

“We have seen a significant increase in the need for consensus in order to get deals done. Because the payoff of buying a complex...

I came across scores of salespeople treating Formal Approvers in buying decision processes as roadblocks one just needs to run over with...

"Power of estimating the adversary, of controlling the forces of victory, and of shrewdly calculating difficulties, dangers, and...