Today’s customers have access to not only more information, but also to more high-quality, trustworthy information. This is not a relatively new situation, but still presents a challenge, as it delays direct interaction with suppliers and buyers will engage sales late...

I had an opportunity to meet Neil Rackham few years ago. Neil has been one of my great inspirers in sales, together with Mike Bosworth. Over a lunch meeting he asked me “what is the biggest challenge during your sales career”? What a question. He made me really think...

Considering sales transformation? Maybe thinking of moving the focus from product focus to solution and customer focus? Few pieces of advise. Efficient sales model utilizes new and traditional methods – and remote selling is here to stay. But so is physical...

Selling remotely is not a new thing. It only has become the only option for sales organization to reach customers. Buyers have accepted remote mode long time ago. For many sellers, however, this seems new. The best sellers have already been using remote technology...