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There is a great temptation as a new sales manager to believe that you help others succeed by having them do exactly what you believe allowed you to succeed. Read More

With the possible exception of the IPad 2, demand is perishable--always. If a customer calls with a need to buy, it's critical to respond as quickly as possible. No let me change that, regardless of when a customer calls, it's critical to respond as quickly as possible. Read More

A couple of weeks ago I wrote a piece, What We Miss About Sales Metrics. In some of the discussions around that piece and in a number of separate discussions I've seen around the different sales communities, I've been amazed at some of the zealotry around metrics. Read More

The first 90 days in any job is critical to your success. What you accomplish in your first 90 days sets the pattern for you and the organization over a much longer period. Everyone knows this, unfortunately, too many squander the opportunity to have their greatest impact by acting too soon.

T Read More

After Qualifying, I believe the Discovery Phase of the sales process is the single most important part of the entire process. If executed well, it is where the customer lays out the road map for how the sales person can win the deal. Yet too often, sales people lose this opportunity, choosing to ra Read More

Sometimes I hear from frustrated entrepreneurs that their new sales manager isn't getting enough done fast enough. They expect too much, too soon. Read More

On Friday, I had the pleasure of speaking with my friend Charlie Green (as well as the rest of the group on Future Selling Insitute's Office Hours). Charlie reminded me of a critical issue--I think I knew it, but it was unconscious. Charlie reminded me that leadership, and sales, is so complex that Read More

Frankly, we don't need sales people if the only issue customers are looking at is price. We can handle virtually everything through Internet communications or perhaps a few phone calls. Fortunately, that's not the case in most of what we do. Price will always be a key issue in every decision Read More

Change for change sake! Unfortunately, too often when a new person moves into a management role, that's what happens. Whether needed, whether it is the right set of changes, new managers tend to change things. They seem to want to put their own "stamp" on the organization. We see this at all le Read More

Understanding how our customer will make a buying decision is critical to our success in selling. It's common sense, it's trained into us as entry level sales people, but in my experience, sales people really don't understand it. Read More