14 Ways to Find Influencers & Build Champions

By Jeff Beals Not all influencers are champions and not all champions are influencers, but often one person can play both roles. Influencers and champions play such important roles in the sales effort that savvy professionals work hard to identify them and manipulate...

You’re Being Watched So Act Accordingly

By Jeff Beals Once upon a time, two salesmen – a long-time veteran and a newbie in his first week on the job – visited the CEO of a medium-sized company hoping to sell services to her. The meeting went so well that the CEO agreed to purchase what the...