Jill Konrath is the best-selling author of SNAP Selling and Selling to Big Companies. She helps sellers crack into new accounts and win business with crazy-busy prospects. She's a popular speaker at annual sales meetings and professional conferences.
Everywhere you look these days, experts are proclaiming that people are 60%—or more—of the way through their decision process before they contact you or...
Here's the 2nd half of my interview with Brent Adamson, coauthor of The Challenger Sale and Managing Director for CEB's Sales and Marketing practice. During...
This is the final half of my interview with Heidi Grant Halvorson, bestselling author and social psychologist who studies motivation and goal achievement. Today we...
Recently I had a chance to interview Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate...
In sales, it's tough to cut through the clutter, be remembered, and make things happen. If so, you might want to consider using metaphors. According to...