Bruce Boyers

Meet the Sales Innovator: Wallace Stokes

In the last few years we have seen radical changes in the sales landscape. Instead of the traditional contact-qualify-pitch-sell-close pattern, today it’s all about establishing relationships, discovering client pain points, and creating value. Insight selling is the phrase of the modern sales era. But if...

Sales Innovator: Sales Linguist, Steve W. Martin

“Some B2B selling is essentially a person who is independent and operates on their own—the majority of the sales cycle finds them all by themselves. But in general with my clients, it is a team sport in that you’re working together as a team,...

The Definitive Guide to Lead Generation and Management

Introduction: “The Leads! The Leads!” There is one point that resonates with any salesperson who has seen the classic 1992 film Glengarry Glen Ross: “It’s the leads!” In that film, veteran sales reps are saddled with sub-par leads for people who would never buy in...

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