What is Your Sales Differentiation Strategy? It is one thing to explain the sudden, spectacular growth of enterprises like Facebook or Google. When a start-up company succeeds with a brand new idea or technology, or when it takes off like a skyrocket in an emerging market, we are impressed but not m...

Why Tailored Sales Training is Not the Answer I have consulted with hundreds of companies over the years, and I can’t tell you how many times I’ve heard the comment, “Our business is different.”  I understand, and I agree. But I would take that difference down another le...

When I tell people that I’m in the sales training business, more often than not they say, “Oh, you’re a motivational speaker.” I try not to roll my eyes when I hear that. I think it’s fair to say that most people (including some salespeople) think of a “born sales...