Brian leads sales management as Chief Revenue Officer at Boostr, a software company founded by media executives for media companies. With each passing day, the end of the Covid-19 pandemic seems more ...

(By Michael Doyle) Want to know the difference between making sales and creating business relationships? I’ve been married for forty years. Forty years. That’s not making a sale, that’s having a ...

Selling has evolved over time. When I started, it was a transactional discipline. The feature/benefit presentation was the norm, and salespeople were evaluated based on their pipelines of ...

Economists and business managers are often concerned with sales volume -- the amount of a given product or commodity sold in a certain time period -- and mean price -- or the average price the item ...

Are the CEO and head of sales playing tug-o-war at your company? If so, it will spell trouble. The most critical relationship in a company is between its CEO and the head of sales. Very early on, it ...

Regular readers know that my focus is on relationships, first and foremost. Without a strong and trusting relationship the opportunity for business is happenstance at best. With a strong and trusting ...

When my daughter was six, I bought a leather journal. I wrote a note to her almost every day. Sometimes it would be a life lesson. Sometimes it would simply say, “I love you.” Other days it might be ...

A sale is transactional, by definition, the transfer of ownership from the seller to the buyer. It will happen once and be done. But a relationship, even a sales relationship in event rentals, implies ...

Successful sales requires two seemingly conflicting goals: in the short term you really need to make the sale… yet you also hope to build a long-term relationship. Relationship building is a key ...