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There are some positions where commission-only structure makes sense. There are some salespeople for whom a commission-only pay structure makes sense. They are few. Read More

I think that companies that empower their sales people to use social media tools like blogs can exponentially increase awareness and drive lead generation and revenue for a company. I’m not the only one that thinks this. IBM has the same idea. Read More

A little over a week ago, I wrote Sales Management, It’s About Inspecting The Process, Not Transactions.  In talking to many people who contacted me about Read More

The question as to what makes you different is either the easiest question in the world to answer, or it is the most difficult question to answer. Read More

I've been reading a lot of opinions about sales people blogging--many favoring this. Frankly, I think this is dead wrong, from a business point of view, I'm not certain that sales people blogging is an efficient or effective use of their time. Don't get me wrong, I think all sales professionals sho Read More

“Don't tell me how hard you work. Tell me how much you get done.  - -  James Ling

Sure it's a hard-nosed attitude, but is there any other way? Read More

As with any profession, understanding which activities have a positive impact on outcomes, and which are negative is important to track and know. The goal is to eliminate the negative ones which increasing and improving the positive activities. Read More

Your place in the value chain is in helping your dream clients to produce results for their dream clients. You are their competitive advantage. Read More

Create big and meaningful value. Don’t dabble around the edges. It’s not good for you, and it isn’t what your dream clients need from you. Read More