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Everything in business has changed. I see few functions in any organization that are doing the same things they did 10-15 years ago. Engineering and development has changed, manufacturing has changed, customer service has changed, procurement and sourcing have changed, finance and administration ha Read More

I've always focused my time on finding customers that are interested in my solutions, who want to make a change, and who are willing to invest money in achieving the results they expect. That's a fundamental principle in qualifying. It's always seemed to be very important--I don't want to waste the Read More

Research indicates that buyers aren't engaging sales people until they are 60-70% through their sales process. Rightfully, the argument is that sales people must change--dramatically! Absolutely, no doubt........... duhhhhh. Read More

We are seeing much of the same thing with the new buyers. As with many of us dealing with doctors, the new buyer doesn't want to see a sales person--for many of the same reasons, the experience may not be very good. Some data indicates that buyers can complete 60-70 percent of their buying process Read More

There's a lot of talk about mobility--yes, technology helps us tremendously. But mobility is more about how we work and live. It's more about a frame of mind in how we connect, communicate, collaborate, and innovate. It's the new business life style. Read More

The other day I wrote about the Almost Perfect Sales Management Article.  That post stimulated a flurry of questions about a Sales Management Standard Read More

What about getting back in? Well well planned and executed sales calls will result in commitments and actions on both the part of sales and the customer. We no longer need the excuse. These commitments and actions create the need for the next meeting or call. Because the customer has complete owner Read More

As people, particularly we consultants, are prone to do, we make things more complex than they need be.  Most of the principles we look at in high performance Read More

Helping the customer identify new opportunities to grow their businesses, working with customers who've identified a problem but need to better define it and research alternative solutions, working with a customer who has well researched the issue and has issued a RFP, or working with a professiona Read More

In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” Upon reading this, I immediately thought of Mark Twain’s quote, “Rumors of my death are greatly exaggerated.” While, I suppose, it stirs up the pot to declare the end Read More