As a sales professional, working within the framework of the "six levers of influence" will make you more persuasive and improve the reception of your message. Continue reading

Many software companies develop strategic consulting practices that work with salespeople and clients to measure the value of deploying software. Continue reading

Do you employ sales trainers that execute the 3 champion practices of great B2B software sales training? If not, you're at a severe disadvantage. Continue reading

What sales skills can you learn from the art gallery docent? And why can’t you just apply them wholesale in your B2B software sales? Continue reading

Dallas, TX is the top US city for B2B software sellers who want plentiful career prospects, quality of life, and the ability to save for financial independence. Continue reading

Software drives the productivity of companies around the world. Why doesn't anyone know how many business software sellers it takes? We figured out the number. Continue reading

It sounds like sage advice on its face. But if you act on this counsel, then you're in for a white-water, soaked-to-the-bone ride... a ride that likely ends with hanging a "Going Out of Business" sign. Continue reading

Companies who understand the interactions of the product platform, modular design, and rules-based configuration in ETO products have a steep advantage. Continue reading

Have you ever considered firing your costly, complaint-prone customers and focusing on building more profitable ones? Or maybe avoid them completely? Here's one idea how. Continue reading

Successful manufacturing companies are dedicated to improving quality WHILE reducing the cost of producing that quality. Only the best can pull it off. Continue reading