The year 2021 has brought in new sense of optimism for channel networks, distribution networks and franchises. A...
How to Win at Sales in the Distribution and Franchise Channels
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Space – The Learning Frontier: How Brooks(OS) is Making Lessons Stick
In the famous science fiction franchise “Star Trek,” space was considered the final frontier. At The Brooks...
Four Sales Takeaways After a Life-Changing Year
Co-written with Juan Kingsbury, Founder, Career Blindspot When Bob Dylan sung about how “The Times, They Are...
Four Keys to Aligning Sales With Marketing
From the dawn of recorded history, it’s been widely accepted that two is better than one. We can consider Adam and...
Navigating the Difficult Journey: Practical Advice to Win at Negotiations
From the dawn of humanity, we can assume, there was someone who was creative enough to make a needed product – perhaps...
Post-Pandemic Optimism: Prepare Today for the Second-Half Surge
It’s hard to deny that there's a palatable optimism out in the world today. Each day, I hear people making plans for...
6 Steps to Creating a Successful Sales Business Plan
In a study cited by Forbes, sales reps who strategically plan their activities spend 18.9% more time selling than...
Selling to Purchasing Managers
It used to be, as sales professionals, that the purchasing or procurement manager was the unseen force that stood in...
The Keys to Shortening Your Sales Cycle
For cash-starved companies dealing with the lingering impact of the COVID-19 pandemic, new deals can’t be closed fast...
Five Steps to Awaken the Dead Deal
There’s nothing more satisfying than the afterglow of a solid sales presentation. You are certain you’ve knocked it...