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If the sales process is not for everybody on the sales team, how do you determine who it is for. Is experience a factor, or should it be purely based on numbers? Or is it in fact to be adhered to by all Read More

This is a story about risk, but a bit of background is necessary, so please bear with me through the first paragraph.

Eleven years ago, when The YPS Group was launched, “we” made a strategic decision to focus on serving small to mid size customers, from $5 to $500 million in revenue. “We” also decided to stay small ourselves; to be a boutique consulting business; to not hire any employees and to use contractors sparingly. “We” are still here. (OK, OK, “I” am still here…), proving, at a minimum that the strategy is at least valid Read More

Sometimes salespeople have a tendency to walk deals in. They try to move from stage to stage without obtaining the commitments that are necessary to win the deal Read More

There is a never-ending supply of charlatans that insist that cold calling is dead. They recommend a collection of other methods that they claim are more effective than cold calling called “Anything But Cold Calling. Read More

Sometime sales people put too much emphasis on the wrong part of the challenge. Instead of trying to do everything right, why not just eliminate what you are doing wrong first Read More

Principle 1: Continuous improvement of the sales process is a fundamental necessity.

Principle 2: Objective metrics are required to determine the amount and rate of improvement.

Principle 3: A well defined sales process is a pre-requisite for determining meaningful sales metrics Read More

Every now and again I get blown away by a great demonstration of sales and customer service. Had to share this one.

In August, it’s hot in Georgia. The thermometer has topped 90 nearly every day for what seems like forever, and as I write this, it’s 94 degrees out there. The A/C in my house never seems to shut off. This morning, I decided to do something about it. (OK, it was actually my wife who decided I was going to do something about it. Read More

Sometimes your competitor will beat you on price. It hurts. But if winning means you can’t create the value you need to capture some for you and your company, go ahead and lose Read More

There are a number of different sales methodologies, techniques and courses, but in the end they are only as good as the execution. Execution - the silver bullet in sales, everything else is just talk Read More