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Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

* Unquestionably true
* Have been taught to me by mentors, customers and various & sundry successful, experienced executives
* Have been beaten into me by the relentless for Read More

To close more sales, have you ever thought of leading with something of value? Here is a video that shows you how to do that. Read More

There is a gap between where you are and where you want to be. Closing that gap means change, and only you can close that gap. Read More

Many business owners mistakenly believe that anyone and evderyone can sell. While this may be true, the essential compoment is ensuring that people are selling in the appropriate type of sales environment. Read More

Can nice sales people become effective sales hunters? Hunting for new business creates conflict and 'nice' people usually don't handle conflict well. Read More

I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of their performance management system in which they looked at performance across a couple of dimensions, Getting It Done and Doing It Right. I really liked his comment, but wanted to address it in a much broader sense. Read More

When a small company gets stuck in a long drawn out sales cycle when landing big sales they should pull out of the deal. There will be plenty of other opportunities for making big sales with other companies. Read More

The other day, I was having breakfast with a great friend, one of the most talented marketing executives I have encountered.  Unwittingly, we had the same Read More

LinkedIn is the go to place for sales people doing discovery on their prospects. It is also the place customer 2.0 prospects go to do some discovery on the sales people they do business with. With over 85 million people on LinkedIn, it always surprises me when I talk to a sales team... Read More