If you want to learn to sell, go to Asia.

February 1st, 2018

Any sales team worth its weight in spice, has a clearly defined, well documented process they follow for selling their product. You and your team have built the process deliberately to help guide decision-making and action-taking through the sales cycle. Everyone on the team knows the process cold. It works because it’s been custom built to work within the context in which you sell Read More...

Selling is a Process

August 5th, 2014

Many years ago, my boss’s boss stopped me in the hallway. “Congratulations,” he said. I heard you had an application signed with Cargil. I was concerned. Since he knew the application had been signed, he would expect the transaction to close. “Well, it's not closed yet. Maybe wait until the money is in the bank to congratulate me Read More...