I often get contacted by people to go into the business and give a one hour session on social / digital / remote / virtual selling. It's...

What is Sales Enablement? It’s a question I ask many people. I then ask the person to answer the question without mentioning some type of...

There is a saying that if you have a hammer everything is a nail. The same with digital transformation.  The Marketing funds sit with the...

I'm sitting writing this in San Francisco, while Adam and I have meetings with a number of companies. One of the things that is telling...

The last week I've been in Joplin onboarding a new reseller. One of the things we did while out there was go to a baseball game with the...

If you look online or search for the hashtag #digitaltransformation you will see that everybody is doing it.  Every supplier is doing it....

I remember when I did my Miller Heiman training, some 25 years ago, I was told to sell benefits not features.  I worked at ICL...

My business partner Adam Gray tells a story. Say you have a really bad knee and you need surgery and you find somebody who says she or he...

We so often see Digital Transformation peddled by tech vendors and consultants.  (Sold by companies that have not digitally transformed...

I think everybody understand that digital is transforming the world.  The internet, social media and mobile has changed the way we buy,...

This article below is sad, because it's actually "just" a sales pitch for LinkedIn (LI). Obviously not a surprise, don't forget that LI...

One of the things I don't understand is the lack of investment people are willing to make in their companies staff.  We hear all the time...

We see it many, many times, we say the same thing as everybody else.  We are number one, we are the biggest, here are our products, here...