Part of understanding the negative feelings out there about sellers is reconciling the fact that much of the sales advice out there preaches manipulative and controlling sales practices that leave customers skittish, untrusting, and gun-shy about sellers’ intentions. Which is why buyers don’t return our calls, shrug off our emails, and work hard to ignore...Read More

One of my favorite things I love asking sales people about is the worst sales experience they can recall. The stories I’ve heard range from “splitting my pants in a meeting” to “the customer fell asleep during my presentation” or this true story, “I walked in on my buyer making out with my competitor.” Yeah,...Read More