American essayist Agnes Repplier once said, “There are many ways of asking a favor, but to assume that you are granting the favor that you ask shows spirit and invention.” This quote reminds me of the ...

Part 1 of this series discussed the evolution of customer reference programs and gave guidance on how to create a program that's a strategic asset to your company. This article discusses the next ...

Salespeople work under the pressure of a very competitive environment, and they want access to any tool or resource that will help them win business. And, as with most large corporate purchases, the ...