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This afternoon, we had a problem with a critical tool that we use. I am currently on the road, running from meeting to meeting, but I had to address the problem, it was impacting our people and work they were doing. Read More

Sales people are obsessed with products. We know every feature, function, feed, and speed. We know the most nuanced details of the product and how it’s used. Read More

We know customers want to us to engage them differently. There’s all sorts of research that says customers want to self educate. Other research showing that customers are engaging sales people later in the process–largely after they have determined the problem, determines their needs and requirem Read More

Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. Social selling dominates many conversations. Read More

As sales people, we’re used to being measured. We have pipeline metrics, quotas. We may have weekly call or meeting goals. We have prospecting goals, and on and on and on. Read More

Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice. We want to help our customers learn. It’s actually not that new a concept–we’ve always taught our customers something. It used to be about our products, or our solutions, or our companies. Read More

Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face. Unfortunately, in the real world of buying and selling, there are no right answers, there is no clear direction–either for us in selling or for our customers. Read More

As sales professionals, we're obsessed with the "numbers."  Where are we year to date, what's the forecast, what's the pipeline look like, what are the activity Read More

Surprise!!!  It may be fun for a birthday party, but it's never fun in sales.  It means that somehow our carefully thought out approach has suddenly been thrown Read More

I wrote, If You Were In Your Customer's Shoes, What Would You Do?  Gary Hart offered a thoughtful comment that got me really thinking (as his comments so often Read More