For PGA Players, Driving Now Beats Putting as the Most Lucrative Skill

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As golf courses used by the Professional Golfers’ Association have changed in recent years—with the fairways getting longer, the grass height in the rough being cut shorter, and the cups being shifted to locations that are harder to reach—driving has replaced putting as the professional golfer’s top money-making skill, according to a study by Carson D. Baugher and Jonathan P. Day of Western Illinois University and Elvin W. Burford Jr. of Junior’s Shaft Shack in... More »

Trusted Advisor or Typical Salesperson?

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Does anyone, besides me, get a little tired of the buzz words thrown around in the sales profession? Salespeople are told to be trusted advisors, consultants and solution salespeople. Just what does all this jargon really mean? Let's go back to Webster's Dictionary. Trust is defined as 'assured reliance on the character, ability, strength, or truth of someone or something.' A key word to note is truth. How many of your prospects really believe you are showing up to seek the truth and do the right thing for them? Think about it. Sales is a broken model.

Dealing with Difficult People? Lessons from Ronald Reagan

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In recent months, U.S. President Barack Obama and other world leaders have struggled to find a winning strategy to convince Russian President Vladimir Putin to back away from his aggressions toward Ukraine. In a Wall Street Journal editorial, Ken Adelman, U.S. President Ronald Reagan’s ambassador to the United Nations and arms-control director, writes that recently declassified accounts of negotiations between Reagan and Soviet leader Mikhail Gorbachev offer lessons that could help Western leaders approach their Russian counterpart more effectively.

You cannot ignore the present. It’s where your sales are!

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My sales perspective flies in the face of traditional selling. And it’s not just a disruption, it’s the new way of sales. What’s your perspective?
Here are seven realities to get your thinking started:
FIRST REALITY: Traditional selling is aggressive – telling, pitching, manipulating, and closing. This old-world approach to sales is over and has been for more than a decade. 
SECOND REALITY: The first sale that’s made is the salesperson. If the prospective customer does not by you, they're not buying anything.

CompTIA Managed Print Services Trustmark Enhances MPS Value Proposition

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Providing value to customers has long been a priority for SYNNEX Corp. in Fremont, Calif. One key strategy for doing so entails assisting integrator partners in expanding their solution portfolios. Managed print services (MPS) initiatives, supported by a vendor-agnostic Trustmark SYNNEX helped to develop, exemplify this strategy and play a key role here.

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