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The advent of summer meant baseball, beach, and crew-cuts. We sat inline in green leather chairs at the barbershop waiting for a promise that outweighed our disdain for the production head shave. The insult was followed by the injury of a burning slap on the neck with the green tinted alcohol combs Read More

My post yesterday, The Death Of The Funnel, Long Live The Funnel, stirred up some interesting conversation. I thought I'd continue to stir the pot by challenging the notions of marketing and sales funnels. Frankly, I'm not sure why we ever needed to have two funnels (maybe it was some marketing VP Read More

Self-serve is not new, nor are the efficiencies technology brings, that's great for buying, but when something needs to be sold, you need a sales professional, to make up for the inefficiencies of buying. Let's not blur the lines between selling, fulfillment, transactions interactions, and the rol Read More

I’ve been reading a lot of articles, some from people who should know better, declaring the death of the funnel. I have to admit, I get frustrated and tired with a lot of this talk. But more importantly, I think it demonstrates a complete misunderstanding about what the funnel really is. Read More

More and more professional buyers are adopting a ‘fortress mindset’ in their approach to dealing with sellers. Read More

As the great game of sales continues to change, you are going to have to be as prepared to not present as you are prepared to use your slide deck. Read More

Many of the most important investments a leader can make are not financial in nature. These investments are among the most expensive investments a leader can make. Read More

These meetings are such an enormous waste of time. We can accomplish much more than simply reporting and reviewing what has happened. The real value of the management review--for all participants is the discussion. Read More

When I started my career, I was utterly terrified of sales and business development. But I finally learned how to vanquish the Sales Monster under my bed, and now you can too, through these 12 insights into trust-based selling. Read More