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This is bound to be a popular blog post because there are SO many people looking for an answer to this “new economy” issue. "How can I sell, when NO ONE is buying – and especially not at the prices I have to sell at in order to be profitable?” Read More

Results are great, but they are the end of the process, and can only serve as lessons for the next cycle if results were short. Leveraging and managing leading indicators allow you to get ahead of the curve and drive results. Read More

You put a lot effort into turning your dream clients into clients. Once you acquire them as clients, you must become an active participant in their buying cycle. Read More

My colleague Todd Schnick is a smart guy. While I can’t lay claim to thinking up the “14 arrows” I talk about in today’s podcast, I sure as heck can use them to generate marketing muscle! If you want to read about them, check Dreamland Interactive. Read More

Let me first state a few aspects of my opinion about sales forecasts:

* They are the only rational basis for setting the priority of items on your ToDo list
* They are therefore indispensably essential
* They must be updated continuously; by every sales rep, manager and executive
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Story telling is an important life skill. We all love to hear a great story. Our kids spend endless hours in grade school learning how to draft, write and edit stories. We’re drawn to people that have great stories or Read More

There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both parties in the deal. Think through the following. Read More

When you haven’t created the ability to tie your price to the value you create, you guarantee that price is the what your dream client uses to make their decision. Read More

The idea of “Pull” as applied to the sales process is very counter-intuitive at first. And realize, by the way, that to really make it sing, you first need a “perfect process,” which of course none of us has. So it’s not a silver bullet. It is, however, a dramatically different way to look at yo Read More