Markets are competitive. I can’t think of a market that doesn’t include a number of vendors or suppliers who compete for market share. A truth that’s often ignored or misunderstood is most companies who compete in a given market look alike to the people who make purchase decisions and...

A problem artificially hindering sales among B2B sales teams is measuring and rewarding the wrong thing — closed sales. It sounds right — pressure the team to sell more. But riding your team to close more business is like yelling...

Whatever you’re doing now, do this next — get your pen, place it to paper, and write a thank you note to a colleague, customer, supplier, or friend that deserves one. It doesn’t have to be long, it doesn’t have...

How cool would it be if there were a silver bullet in sales and marketing to retire quota and make lots of money? You know what I mean — the one thing we could say or do that magically makes...