Latest Sales Blog Posts

B2B Sales Theory and Practice

I recorded a podcast with Andy Paul, Mike Bosworth, and Vince Beese. Andy started by addressing the idea that some people, mainly on LinkedIn, believe that sales theory is less….

Discovering the Root Cause

The decision-maker sitting across from me was explaining how every company in my industry had failed him. He disclosed his “problem” and his “pain points,” just as I was hoping…..