This is a story of a highly specialized drug, Ilaris, which is sold by Novartis for $16,000 a dose or $64,000 a year. They sell to under 10,000 patients a year. Novartis discovered that the drug may also have a beneficial impact on heart attack su…

Most sellers follow some sort of sales process. The companies for whom they work may not label specific stages or track opportunities within them; nevertheless, the process exists. As an independent business owner, I was keenly aware of how many p…

You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop afte…

Okay, so managing a sales team can be tough. You have a sales team that is in the field doing all they can to hit their numbers and you’re at half-time. You’re asking, “Will we be where we need to be at the end of the year?” The question you shoul…