How Saying No to the Customer Resulted in a Strategic Alliance With Them Just Six Months Later
“Rapidity is the essence of war: take advantage of the enemy’s unreadiness, make your way by unexpected routes, and attack unguarded...
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May 24, 20233 min read
The Formal Buying Process: If the Rules are Made Against You, Break them - or Leave
"Power of estimating the adversary, of controlling the forces of victory, and of shrewdly calculating difficulties, dangers, and...
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Apr 14, 20232 min read
Power Base Selling, Secrets of an Ivy League Street Fighter
„There is only one reason sales people lose orders: They are OUTSOLD.“ Jim Holden, Power Base Selling If I had to name just one book that...
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Apr 12, 20232 min read
Common Mistakes in Sales Management (Part 6): Confusing Communication Quantity with Quality
(This post originally appeared on LinkedIn) “The quality of your communication determines the size of your result.” Meir Ezra A frequent...
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Apr 10, 20232 min read
Disruption Selling: The Nine Influences of B2B Buying Decisions
„We are not fit to lead an army on the march unless we are familiar with the face of the country – its mountains and forests, it’s...
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