By Jeff Beals For several years now, I have been hearing that “relationship selling is dead.” In other words, people are so busy and so self-absorbed they no longer have time to build relationships with companies and organizations. People are so time-starved that they...
By Jeff Beals On separate occasions I recently met with two small business owners. These guys don’t know each other but they have a lot in common: Despite great effort, neither is happy with their revenue. Both companies are “getting by” but are far from thriving. A...
By Jeff Beals Thanks to widespread media coverage of the recent Wells Fargo fake-account scandal, the sales profession has a new villain. It’s called, “cross-selling.” And you might add another villain to the list: “Sales culture.” In Wells Fargo’s world,...
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