Diagnosing Misdiagnosis in Business

In the medical field, a doctor’s misdiagnosis can prove fatal. Have you ever considered the consequences of misdiagnosing a sales, marketing or business issue?  In the metaphorical sense, a wrong diagnosis can prove fatal to your career or business as well. According to the National Patient Safety Foundation (NPSF), misdiagnosis occurs in the medical profession up to […]

1-Question Test of Sales Effectiveness

Evaluate Your Sales Effectiveness with One Question

Too often, there is one behavior that sales reps exhibit, that completely undermines their effectiveness in closing the sale. Your answer to this one question will help you determine if you too, are at risk of compromising your sales effectiveness.

Challenger Sale Tip: Don’t Sell Solutions

In the day and age where the conventional wisdom of selling has migrated from product selling to solution selling, I would like to provide a different perspective on the topic, particularly for the aspiring Challengers.