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All of us are time poor--everyone has more to do than there are hours in the day. One of the greatest signs of respect, for our people, for our customers, for ourselves, is how we value time. Read More

It’s that time of year, everyone’s focused on getting the second quarter done. The year’s half way over, managers are reviewing deals and forecasts. We’re doing all we can to get deals closed, to finish the first half on or above target. Read More

Taken from one perspective, SLA's are very powerful. The process of establishing and aligning around goals and objectives between organizations and functions is very powerful and critical. Great SLA's establish clear goals and priorities, define roles and responsibilities, establish common metrics, Read More

Even in its best execution, the problem with value propositions is they are rooted in what we sell. We base value propositions on our products and our solutions. It's increasingly difficult to differentiate our products and solutions---more importantly, that's not what's important to the customer. Read More

Referral's are important to sales. We want people who know us to introduce us to others who might be interested in our products or services. Referrals are important and valued endorsements of who we are and what we do. Read More

They spoke of great things they were doing to create great awareness in the market place. They spoke about what they were doing to create demand, to bring in leads. They spoke of the great content they were developing, the programs they were developing to inform and nurture potential customers to t Read More

With that as a preamble, during the discussion, Craig asked what we thought of the term Chief Revenue Officer. To tell you the truth, I'd never thought about it before, I'd never really taken it terribly seriously. Apparently, it's coming more in vogue, though I'm a little confused about why. I lat Read More

As individuals, we have to continue to upgrade our skills, knowledge, attitudes. As organizations, we have to be willing to change our business models, change our processes, change everything we do. To be successful, we must align ourselves and organizations with the changes going on around us. Read More

Sales people and managers tend to be action oriented people. It's no wonder that when we start facing sales performance problems, our natural reaction is to try to do more faster. Not enough qualified opportunities, pump up the number of prospecting phone calls, the number of emails, do more. Not m Read More

I've been getting some interesting responses from my post, When Will Sales People Stop This Insanely Stupid Behavior? A number of folks have correctly pointed out, if these techniques didn't work, why do people continue to do them? Read More