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We're constantly busy--each of us tends to fall into a routine. We start doing the same thing, every day, every week, every month........ Then something happens, we start failing to produce results, we adjust. Usually this means doing more of the same--only with greater intensity, perhaps faster Read More

In our Future Selling Institute Office Hours last Friday, my friend, Jonathan Farrington, made a comment in a discussion about coaching. He said, as managers, if our people fail, we have failed as managers. It's an important statement that deserves much more in the way of discussion. Read More

Most of the time when we think about qualifying sales opportunities, we focus on the customer situation.  We consider: Do they have a real need to buy, is Read More

I was reading Rebel Brown's great post:  Accentuate The Positive.  It focuses on positive messages and approaches in sales and marketing.  She raised an Read More

I was reading a blog post the other day, it posed the question:  What's the worst objection?  There were a lot of interesting responses and amusing war Read More

Sometimes we hire as if it’s enough that the person we hire can do the job for which we are hiring them. Rarely is this ever true. Read More

The salesperson’s skills, their attributes, and their beliefs must be considered; they are what we need. But what we need often crowds out one of the most important constituencies we should be considering: our prospective clients. Read More

I received an intriguing invitation to “connect” today. Best described, I was asked to connect with a “Thing,” Not a person. This thing had a relatively normal first name, but then a very gimmicky “phrase” as a last name. Read More

The primary reason management exists is to manage performance within their organizations. We put in place strategies, programs, processes, tools, metrics, incentives to optimize performance. We make sure we hire the right people and train them to maximize performance. A key element of managing p Read More

I love lazy sales people! Actually, let me clarify, I love lazy sales people who consistently achieve their goals and objectives. Every organization has one or two of them, we know how to recognize them. They're the folks that never seem to be in a hurry, they seem to have time on their hands. Read More