Hear Travis Umpleby discuss the Poker Playing that happens during a negotiation and the rules of the game.  Many salespeople make the common mistake of taking the first card they are dealt in a negotiation.  This is one of the biggest tr…

At a recent partner conference, CEOs and Presidents of value-added resellers discussed how to support their commercial teams and navigate the evolving landscape of selling, training, organizational design, and trust. Listen as Adele shares the Exe…

In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer behavior remains a hot topic, there doesn’t seem to be…

Recently, I had an interesting conversation with the VP of Pricing for a $15B manufacturing company. The primary topic of our discussion was the implementation of a pricing technology system that would suggest target prices based on benchmark deal…