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More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” Read More

The company set my quotas, but I had goals. Quotas and goals are not the same thing. My Goals exceeded the company’s expectations. The company’s vision was bottom line numbers, but I had a vision for my entire life and my sales goals were set to achieve that vision. Their quotas became irrelevant. Read More

When the new Corvette came out in 1984, the president of our company gave me one as a company car. My red toy had the first digital dashboard; it was like driving a video game. Slamming the gas pedal pinned you to the back of the seat. I could go from red light to red light faster than almost any o Read More

Automation has increased sales opportunities at the expense of quality. More leads means less time to cultivate and nurture relationships. Shoe leather is expensive, and, it’s easier and cheaper to send an email than make a phone call. Is customer experience suffering as a result? Read More

Encouragement is the power tool of leadership. Our credibility comes from our deeds and the time we invest, not our words. When we encourage people, they will excel beyond their capabilities and in turn encourage others.
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Five heavyweight vendors publically vying for the same customer is a rare, riveting event. Selling is a courtship of suitors with competitive sportsmanship that includes incidental contact and ends with only one vendor standing. Last weekend, someone researching marketing automation solutions for t Read More

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint.

Henry Ford’s assembly line that deliv Read More

One of our daughters moved this weekend from a large house with four roommates. Only she and one other person cleaned the vacated home. I quipped, “Imagine if we could rate your roommates online with short reviews like Zagat and Yelp.” Then I wondered why organizations do not have transactional cus Read More

What happens when social-ism meets capital-ism? Or more to the point, can a publicly traded LinkedIn serve two masters at one time?

Specifically, now that LinkedIn has gone public, the first thing they need to buy with their new funding is a bigger bed to accommodate some new bedfello Read More

Have you ever tried to sell to Mr Know-it-all?
You know the guy. You meet him for the first time and he’s done a ton of research. He thinks he knows what his problem is and what he needs to fix it. He’s looked up you and your competitors and and thinks he knows all your relative strengths and Read More