"We're adding a little something to this month's sales contest. As you know, first prize is a Cadillac Eldorado. Anybody want to see second prize? Second prize is a set of stake knives. Third prize is, you're fired." (quotation from Glengarry Glen Ross ... not 'a movie' but 'THE movie' about salesmen and selling. Blair [...]

The absence of stress in selling would be welcomed by buyer and seller. Today's 'sell-to-close' selling model, introduced in North America in the 1960's and widely used to this day, no longer serves our sophisticated, time-starved buyers and sellers as it once did. 'Sell-to-close' selling tends to waste time and money. Most notably neither salespeople nor the prospects [...]

The time has come for selling to evolve to a higher state of consciousness. The iconic salespeople of the future will be women. Women will take over the profession. Jay Forte, a nationally ranked thought leader and president of Humanetrics had this to say about women in the workplace.  “The biological feminine attributes of communication, [...]

You have a choice. You can insist your sales staff sell like SALESMEN and limit their success, your company’s success and the success of the entire sales profession, or you can teach them to position themselves in alliance with their prospects, customers and competitors instead of as adversaries. The traditional selling model most companies subscribe to [...]