I’ve got some good news and some bad news. The good news is that you can charge more for your products or services when you deliver value; the bad news is that it’s going to take work. I’ve got more ...

Value-based selling is an essential skill for sales professionals, especially in markets where price often becomes the determining factor for clients. In many cases, these decisions occur because the ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...

Discover how adaptive selling tailors your sales strategy to customer needs, enhancing client relationships and boosting business success through customization.

I was recently invited to speak on temperament at a parent-focused program. Just before my session, a representative from a company pitched an excellent product designed for students. The presentation ...

Healthcare providers and key customers within the ecosystem are undergoing significant organizational changes right now, and they are actively seeking new ways for pharmaceutical companies to support ...

New York, June 20, 2025: The B2B industry is witnessing a strategic shift in how sales teams operate. At the helm of this transformation in 2025 are autonomous AI agents that are set to go beyond ...