Category: Sales Advice

Source: AP

These past couple of months I’ve had several people shadow my meetings for learning purposes. So, I’ve found myself reviewing these meetings while breaking them down after the call.

When I think back to my early days in sales, I owned a consulting firm, and I desperately needed to build a personal brand.

Prospects. We all have them.

Romance. We all want it.

A few years back, Matt Dixon and Brent Adamson published a blog post on HBR called Selling Is Not About Relationships. The post, which challenged the idea that top sales performers use relationship selling, got tons of attention. But that post, and that idea, isn’t entirely correct. Here’s why.