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Neil Rackham is a researcher, not a salesperson, so he makes scientific observations and comes to conclusions based off of his data. Rackman gave a speech in which he talked about the three insights you need to sell more in a recession, based on recent research of the deep recession from the early Read More

Sales managers spend a lot of time talking about metrics.  They measure everything--some good, some over measured, but some micromanaged.  There's a lot of Read More

Mother’s Day seems appropriate for a very off topic post. Blogging gives me great joy. It’s therapeutic, I get to pontificate about all sorts of things. When I’m on, I get to learn from my readers, whose comments often provide much more insight than my posts.
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You must respect your competition, but that doesn’t mean you have to fear them. Your competition is human, and that means that, even though may have certain skills or advantages, they can be beaten. Read More

Justin McCullough points out a common flaw in sales tactics and gives reasons as to why it doesn't work. Read More

A few days ago I wrote a post, Should We Promote Our Best Sales People To Managers? It stirred some interesting debate, but one of the arguments that struck me centered around, “How do we retain our best people?” Moving a sales person into a management role in order to retain them is not necessar Read More

Selling is a lot like driving, you have to maintain flow while dealing with a host of expected and unexpected element. How you deal with these will determine of you arrive safely at your destination, a satisfied customer. Read More

No matter how excited you are about it, no matter how much you believe—and you absolutely must believe—you don’t sell what you want to sell. Read More

Normally, I refrain from commenting on specific organizations, particularly when they are clients, and I’m going to be critical. But I have to applaud Jack Welch’s comments at the World Business Forum on the way HP’s Board has handled (or not handled) leadership development and succession planning Read More