Top Sales Library - a resource of all things sales

Linda Richardson

And in This Corner …

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Relationship selling has been taking a beating lately.  Certainly buyers have changed and many of the sales models that were effective a short time ago are no longer relevant.  New models must be applied. In the book The Challenger Sale, the Relationship Builder salesperson (defined as one who advocates for the customer, is generous with… Read More

Disrupting the Old Guard

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The NY Times, May 5th reported that technology’s generation of rebels has now almost completely disrupted itself.  It described how the longtime leaders of industry giants like Microsoft, Oracle, Intel, and IBM have stepped down and on Monday John Chambers, Cisco System chief executive since 1995, said he was stepping down.  These leaders were the … Read More

Feedback with Feeling

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Feedback can be hard to give and hard to get. Almost everyone tenses up when the words “I have some feedback for you” are spoken. But in organizations where feedback is a part of the culture, people ask for feedback if it is not forthcoming. Its people’s feelings about feedback that is the problem. We… Read More

Have You Been Ghosted?

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“Ghosted” is a relatively new term.  It is also know as the slow fade.  Ghosting is the ending a relationship by simply disappearing without an explanation.  It is now a part of the lexicon of the dating world. Research suggests that technology and on-line contact is making it easier for people to ghost because of… Read More

Rapport: A Disappearing Act

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Sales has become data driven.  For decades, sales was thought of as instinctive, intuitive, genetic. That is no longer the case and, for the most part, for the better.  Sales organizations now use sophisticated tools to mine data to set their strategies, prepare their sales forces, and reach their target markets.  But despite sales becoming… Read More

Selling with Insight: It’s NOT Sales 101

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I am often asked if Consultative Selling is still relevant.  When Consultative Selling (customer-need based selling) became the predominant mode of selling starting in the mid 1970s, we thought it was the Golden Age of Selling.  What could be better than customized win-win solutions?  We thought we hit the “target” perfectly.  But — the target… Read More