A Simple Strategy to Send Win Rates Soaring: Head-to-Heart Selling

Remember when it was said that people bought from people they like? Back then, salespeople were encouraged to take customers out for a round of golf, introduce them to other important people in their network, and bring coffee or donuts to a prospect’s office. They remembered a prospect’s birthday, their kids’ names, and their favorite […]

Relationship Building Isn’t Dead, It’s Evolving – And you Should Be, Too

  When I first started in sales for IBM in 1984, the buzz phrase that everyone was talking about was “relationship selling.” That phrase stuck for most of my time at IBM, but trendy new sales approaches and buzzwords seem to have taken over in recent years. For instance, in 2011, the Harvard Business Review […]