What can you do if you cannot gain access to decision makers? After identifying the focus of dissatisfaction, let's talk about how things typically turn out in the real world and what can we do about it.

Say you approach a sales manager working in a large company and question him on why sales teams are required to forecast exact amounts of revenue for up to three months in advance? What's the answer you'll get?

Let’s briefly analyze the idea behind reciprocity and what it means in the context of our everyday human interactions. I’m inspired to write this post as part of an article series on LBS regarding psychological factors that affect our behavior.

Discovery is one of the most critical parts of any sales process. If you manage to listen, understand and ask the right questions, you'll be well on your way to educate and deliver an unrivalled buying experience.

For as long as companies have sought to make revenue generation predictable, the idea of sales qualification has been taught to salespeople across industries.

This article is about drafting an effective, clear, accountable and a commitment inducing follow up email the right way.