Troy HarrisonSalesforce Solutions

He looked at me for a moment, then smiled and said, “I just asked you a 1983 question, and you gave me a 2013 answer!” This question – and a few others that I received – started my thinking about how much the science and mechanics of selling have changed over the past 10-15 years; and how...more >>

Well, it’s the end of the year. What that really means is that it’s time to give your sales force an annual checkup. You do that for your own health – why not do it for your sales health, too? As a manager, you only have two variables to work with in order to generate results, and only two...more >>

We live in a new world of selling. My own career started in 1990, and I often look back at the early 90s as (what should have been) the death throes of the old-time, old school manipulative sales tactics. In fact, my first training as a salesperson used most of those old tactics. However, I quickly...more >>