In a forever-changing and competitive market, businesses are faced with the challenge of effectively selling their products or services to consumers. As a result, salespeople are constantly looking ...

Over the past few weeks, IBM has unveiled several servers, including pSeries Unix servers based on the Power5 processor, four-way servers based on Intel's upcoming X3 architecture and Hurricane ...

In the employer space, point solution fatigue seems to be growing steadily over the years. Employers are balancing multiple point solutions from different vendors that target specific conditions and ...

It seems after four decades of talk about the “consultative” or “solution” sales approach, companies would be adept at selling this way by now. Unfortunately, that’s not the case: Many sales ...

When you follow the conventional sales process in a complex sale, you run head-first into a series of traps. They are as follows: #1: The Assumption Trap How many times have you said to yourself, "My ...

Recently I showed my new racing bicycle to a friend who’s so serious about the sport that he looks at any roadster costing less than $1,000 with a jaundiced eye. “A little heavy,” he commented. I ...