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I received an intriguing invitation to “connect” today. Best described, I was asked to connect with a “Thing,” Not a person. This thing had a relatively normal first name, but then a very gimmicky “phrase” as a last name. Read More

In order to ensure a fast and solid Q1, you need to make sure that you are leveraging closable opportunities. One area often overlooked by many is re-engaging deals that ended in "no decision" in the last nine months. Read More

It’s easy to see the sales process as linear and horizontal. But there are points in the sales process where there the sales process needs to be illustrated as being both horizontal and vertical. Read More

Upselling is a tried-and-true sales tool that can pay dividends for many businesses. But do it wrong, and you risk alienating the very people whose bu Read More

The primary reason management exists is to manage performance within their organizations. We put in place strategies, programs, processes, tools, metrics, incentives to optimize performance. We make sure we hire the right people and train them to maximize performance. A key element of managing p Read More

I love lazy sales people! Actually, let me clarify, I love lazy sales people who consistently achieve their goals and objectives. Every organization has one or two of them, we know how to recognize them. They're the folks that never seem to be in a hurry, they seem to have time on their hands. Read More

Do you want to see a great way to engage clients and prospects so that they do something you want them to do? Have a call to action. Read More

Your bottom line is bottoming out. Your customers are looking elsewhere. Your well of new ideas has run dry. What can you do? Read More

We tend to think of sales coaching as being a tool used only for individual development. When we assemble the sales team, it is usually to have a meeting so that we can transfer information in one direction (from us to them), conduct training (us to them, again), or to collect reports (them to us). Read More