Selling Against Your Friends

By Jeff Beals Relationships with sales professionals from competing companies can be touchy. It is in your best interest to have positive relationships with your competitors, but you have to be careful.  On one hand, such relationships keep job possibilities open for...

Thou Shalt Honor the Influencers!

By Jeff Beals In almost any given deal, there is someone other than the decision maker who has influence over the process.  Sales pros should not only discover the influencers but must honor them as well. Working with influencers takes work. Some salespersons resent...