Monthly Archives: October 2008
Death of the salesman
In my research I focus on user collaboration. Social networks are a fascinating phenomenon that expand the definition of collaboration. Does the spread of social networking mean the end of the sales function? I doubt it, but if you … Continue reading
Selling IS Service
Sometimes we forget that selling itself is a service… We know that a client or prospect expects us to be knowledgeable and enthusiastic about our service, assumes that we know enough about his/her business or personal needs to provide … Continue reading
Gaming the Relationship Model and Standard Sales Tactics
After a couple decades in sales, I have taught a university course in professional sales for the past five years. I have used two different texts and have screened three or four others. Each text follows a sales model that … Continue reading
