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So perhaps we want to look at team and organizational design differently. Maybe it's wrong to build an organization of just Challengers--as flexible as they may be as individuals, they still will revert to challenging behaviors. Likewise with problem solvers, hard workers, relationship builders and Read More

My clients come to me because they want to make more money in their business. Some come when they’re “busy and broke.” Others come when they’re ready for some $$ leverage.
Either way, they come when they want more money. My expertise is as limited as that, which leads me to key #1 for mor Read More

Is inside sales the right career path for you? Help make the decision by starting with an end goal in mind, and narrowing down your options. Read More

“Should sales reps be paid more than CEOs, business owners and executives? My friend, Kenneth Manesse Sr. asked this question in response to Inc.’s article... Read More

Eliminating conflict in the channel is one element of what should be a holistic approach to optimizing the indirect sales channel for increased sales and therefore increased profits. Read More

Over the next several months, I'll be interviewing a number of Sales Operations and Sales Enablement executives.  I believe these roles are critical in Read More

This week I thought I’d share a lesson I learned a few years ago. Essentially, I dropped the ball with a good opportunity through what is really quite a common mistake in our profession. Read More

An efficient onboarding process means your partners spend less time at the beginning of the relationship struggling to connect with your company and more time selling your products. Read More

Managing deals in your sales pipeline might be a bit more time-consuming than you would like. There are customer relationship management tools, sales force management, sales tracking, and apps and tools to fill your holiday basket, not to mention your busy day. Stride is a new web-based application Read More