Why Should Selling be Optional?
The case against commissions, targets, and other artificial management stimulants. February 24, 2016
Archives
Companies Should Stop Paying Sales Commissions
Commissions aren’t necessary to motivate salespeople, and in fact they’ll be more productive with a straight salary, author says. February 12, 2016
Selling Power Blog
Silent Revolutionaries: The Death of Field Sales. The days of face-to-face selling are numbered for most organizations. Most customers don’t want it – and most businesses simply can’t afford it! January 12, 2016
Field Sales Is Dead; Long Live Inside Sales
May 8, 2015
Industrial Distribution, “The Death of Field Sales?”
Jan/Feb, 2015
Industry Week, “Are Your Salespeople Really Selling?”
May 19, 2009
City of Industry News, “A Five-Step Sales Strategy to Combat the Recession”
May 2009
Business Week, “Why Should Selling Be Optional?”
April 20, 2009
Business Week, “Is a Brand Actually Worth Anything?”
April 17, 2009
Business Week, “The Myth of Branding”
April 16, 2009
