Author: Chris Beall

There’s something funny that happens when the venture money starts flowing, and something funnier that happens when it becomes a torrent: hiring lots of people becomes synonymous with business success. It even gets a special name: scaling. Not like “scaling…

So, what was it that caused the huge paradigm shift between the 1980s and now in the way B2B sales are conducted? It wasn’t caused by the internet and all its spawn — the web, blogs, email, sales and marketing…

So, did the internet and its websites, search engines, blogs, and social media really make us change the time-honored B2B sales process — you know, the one that involved salespeople having conversations with prospects — into this complicated combo of…

I’m pretty sure that what I wrote about in Part 3 of this blog series only exposes the tip of this iceberg of B2B sales process complication. As more and more silver bullets were pushed by technology vendors and methodology…

With the proclaimed death of the B2B sales rep came the birth of what seems like dozens of new ways of selling, each based on a groundbreaking discovery. Most of those discoveries consisted of some use of internet-based digital technologies…

In the first part of this millennium, the phone got pretty much crippled as a sales tool. It was voicemail that did it in. At first, voicemail seemed like everyone’s friend. In fact, to most of us, it felt like…

My first try at selling anything for money happened about 50 years ago. My friend Danny and I were determined to make ourselves (read that “have Danny’s mother, Mary, make for us with shears, sewing machine, and skills") a tackling…