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The pipeline is the single most powerful tool for individuals and managers, alike, to give insight into whether you are on target to making the numbers Read More

Procurement and sales have the same objective, maximizing the value for the company! Yet so often, we seem to be working at cross purposes. Instead of focusing on maximizing value, the conversation seems to be about minimizing price. And that's where the disconnect begins. Read More

Lean is one of the most important concepts for us to understand and drive in Sales and Marketing. It mandates us to really understand what value is--from the point of view of our customers, and to focus exclusively on activities that create value for the customer, eliminating everything else. Read More

Customers are always evaluating sales people---they are checking to see it they perform, if their words match their actions, are they people they should to business with, what separates them from all others. Consequently, everything we do counts--there are no mulligans or do overs. Read More

Insight and value creation are closely intertwined. They speak to unique challenges to the customer and present opportunities, specific to the customer. They speak to things the customer might do--providing a unique road map for the customer. Read More

Sales, business, effective, and impactful communication demand the highest quality of thinking. Success for our customers and ourelves requires attention to details and a commitment to the highest levels of performance. Our customers, our people, our managers deserve nothing less than our best. Read More

We should try to understand what makes lazy sales people successful, how they consistently make the number with the minimum effort, but we shouldn't seek to emulate their behavior. The ideal is to learn from them so that we can Sell More! Read More

To be successful in creating value for customers and driving growth, sales people can no longer go it alone. We need a network of people in our companies matched with the appropriate customer personnel, all working in a coordinated fashion, with the sales person as the overall strategy and resource Read More

Intercepting our customers at this point of the buying process is too late. By this time, the customer has already well defined their problem, they’ve organized to solve it, they have probably done a lot of research in assessing alternatives. In fact, unless you are on their short list, there’s a h Read More

Let's face it, customers really hate us.  They will tolerate our marketing content---as long as it isn't too promotional---just the facts please.  Sales Read More