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Effective sales leadership requires that the leader set the agenda and then keep the sales organization tacking towards those goals. Read More

You know this story, I'm sitting at my desk, the phone rings, I answer, and an enthusiastic voice: Good morning Dave!, I'm Roger from XXX..... The pitch Read More

How do you get and keep customers?  The most important question in business and one that companies spend billions of dollars trying to figure out.  I am going to put forth a strategy that works and has worked for centuries: Pay close attention to details. Read More

Having looked at the sales process, and whether all companies need one, the question then turns to the basics. Where do you start to build and implement it, and who ultimately in the organization owns it. Read More

When you find your dream client, they don’t always know that they are dissatisfied. Sometimes you have to help your dream client become dissatisfied first. Read More

Yesterday, I got an intriguing tweet. It was from an individual and simply stated, We inspire sales people. If interested let's connect. I have to admit, the Read More

It’s not your fault. You didn’t do anything to cause it. The waters were poisoned way before you got here. Other morons messed it up for us and we get to live with the consequences. Prospects (buyers) have an automatic, Read More

Time management. Given a long enough timeline, anything is possible. The problem for sales managers is a lack of power over the time in which to produce the results. Read More

Too often, as sales people, I think we focus too much on where the customer is now, what are their current problems, what are their needs, how do we present something that gets them to buy now. We struggle at selling--the project may not be a priority, funds aren't allocated, we get close, but no s Read More