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Sales people love to talk. Sales people love to talk about selling. Get a few sales people together, they exchange war stories, whine, talk about successes, share ideas. Sales people will talk about their customers, they’ll talk about their territories, they will talk about what they want to do. Read More

In virtually every conversation with a sales executive, at one point we get into a discussion about forecasting. Usually it starts with the executive mumbling something like, “Damn forecasts are worthless, I might was well flip a coin……..” Being Read More

I had this brilliant idea for a post on sales leadership and organizational transformation. When we sell to our customers, we give them insight about how to improve there businesses, we help them identify new opportunities to grow, to improve the efficiency and effectiveness of their operations. We Read More

The other day, Paul Dunay tweeted about an article on The Death Of Marketing.  He and I ended up tweeting back and forth about  the title being trite.  It Read More

There were a number of questions arising from my, A Virtual Sales MBA Post.  Rather than answer individually, I thought I'd provide a brief post consolidating Read More

But it is dangerous to restrict your reading to just sales. However, good these resources, you will be missing a huge amount. Over time, you will get stale. Read More

In reality, research, preparation or leveraging a process enables you to get out of your own way. Preparation enables you to be truly present and participate in the meeting or call, or to be responsive to twists and turns in the sales process. Read More

When I first started selling, I learned a lesson that has stuck with me -- and shaped everything I do since then. I learned to believe, It's my God-given right to 100% share of customer and 100% share of territory! I also learned it was my responsibility to figure out how to achieve this. Read More

The funny thing about principles is they make everything so much easier. We don't have to worry about rules, procedures, policies. Read More

But year after year, we enter the year with the same old sales process--you know, that one we developed a few years ago--or in the case of one of my clients, over a decade ago! Read More