Sales Fortress Buying – Why Won’t Buyers Let You In? More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. John O' Gorman July 18, 2011 1,726 Reads share
Sales Easy Prey For Aggressive Buyers? With more sellers chasing fewer customers these days, do B2B buyers have the upper hand? Well, according to buyers themselves, the answers is yes. However... John O' Gorman June 23, 2011 1,447 Reads share
Sales Moore’s Law Now Applies To B2B Selling: Are You Ready? Intel recently announced another advance in chip technology that is expected to result in a doubling of computer processing power. Now you may be wondering what computer chip technology has got to do with selling. Well, quite a lot as it turns out... John O' Gorman May 26, 2011 2,764 Reads share
Sales Why Every Small Business Owner Is A Salesman And Why So Many Fail At It Small business owners are notorious for wearing multiple hats: they can be managers, bookkeepers, impromptu IT “experts,” and marketers, among other titles. But what ever roles you find yourself taking... Adam Gottlieb May 6, 2011 2,523 Reads share
Sales Buyer and Seller Insights: Together Accelerating Growth I had the opportunity to work with some great B2B sellers and sophisticated process driven buyers over the past month from London, Brisbane, Dublin and New York. While working with them, we noted a number of key insights... John O' Gorman May 4, 2011 1,234 Reads share
Sales Fourteen Traits Of A Great Sales Person Sales professionals are largely the public face of a company or organizations and people judge the company by seeing and judging the sales personnel. Sales professionals need to have... neiljones January 20, 2011 2,610 Reads share
Sales The World of Sales Is a Stage It would be a mad world if we ALL looked at life and said 'what will make me the most money?' I want to be/do that... There is only enough room for one David Beckham and only one Brittany Spears. Tori Hawthorne September 3, 2010 1,627 Reads share
Sales 4 Badges of Liberation from the Cult of Orthodox Business Doctrine Let me start by saying that I'm something of a heretic, especially when it comes to business. Some would say that I'm outrageously opinionated, and that listening to my crazy ideas could get you into a lot of trouble. Jerry Kennedy March 18, 2010 1,382 Reads share
Sales “Working Nine to Five, What a Way to Make a Living!” Do you think working nine to five is ok to survive in these times? Sian Phillips March 17, 2010 1,644 Reads share
Sales 5 Ways Small is Beating Big for Flagship Clients How is this possible? How are Chris Brogan and Jason Falls beating Oglivy Interactive, BBDO, Campbell-Ewald and the like for big-time interactive marketing and social media clients. How is Jeremiah Owyang and Altimeter Group beating Forrester and Gartner? Bill Rice March 16, 2010 1,696 Reads share