Jeff Thull


Don't be a Victim of Commoditization

By Jeff Thull |  May 1, 2008

Understanding the three reasons for commoditization will help you provide value to your customers.  Read story

Standing Out in Today's Complex Market

By Jeff Thull |  Apr 1, 2008

What obstacles do salespeople around the world face? The answer may surprise you.  Read story

Becoming an Exceptional Resource for Your Clients

By Jeff Thull |  Mar 1, 2008

When customers see you as contributing to their business's success, you're rewarded with greater loyalty.  Read story

Three Keys to a Successful New Year

By Jeff Thull |  Jan 1, 2008

The beginning of the new year is a great time to re-evaluate what worked well last year, and what didn't, and what you'll need to do to face the challenges a...  Read story

Set Yourself Apart

By Jeff Thull |  Nov 1, 2007

You gain more credibility with the questions you ask than with the stories you tell.  Read story

Creating Exceptional Referrals

By Jeff Thull |  Sep 1, 2007

When to ask for a customer referral -- and what you should ask.  Read story

The Best Way to Shorten the Sales Cycle

By Jeff Thull |  Aug 1, 2007

To shorten the sales cycle, we must bring clarity to our customers.  Read story

Critical Skills for Sales Success

By Jeff Thull |  Jun 1, 2007

Here are five of the most important skills every sales professional should possess.  Read story

How Premature Presentations Can Derail Your Success

By Jeff Thull |  May 1, 2007

Making your big sales presentation too early in the sales process can lessen the likelihood of you making the sale.  Read story

Turn Challenging Questions into Sales

By Jeff Thull |  Apr 1, 2007

Make the sales process a collaborative one and you'll find yourself in the position of trusted advisor instead of just another company trying to make a sale.  Read story

The Sales Paradox: Stop Selling to Sell

By Jeff Thull |  Mar 1, 2007

Exceptional sales professionals think like doctors -- they diagnose problems before presenting solutions that could cure what ails their customers.  Read story

Diagnostic Conversations: The Optimal Source of Differentiation

By Jeff Thull |  Feb 1, 2007

Before your company can provide a solution, your salespeople need to know how to diagnose your customers' challenges.  Read story

Breaking the Rules of Sales

By Jeff Thull |  Jan 1, 2007

Exceptional sales professionals do the opposite of what most professionals do -- and often break the rules of traditional selling to achieve their success.  Read story