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Normally, I refrain from commenting on specific organizations, particularly when they are clients, and I’m going to be critical. But I have to applaud Jack Welch’s comments at the World Business Forum on the way HP’s Board has handled (or not handled) leadership development and succession planning Read More

I just received this unsolicited email from someone I have never heard of, about something I have absolutely no interest in. They were soliciting my help in writing a blog post about them. It turns out, I thought it was an outstanding suggestion, though probably not for the reasons they suggest. Read More

As I re-read the title of this post, it somehow seems a little odd to be reminding sales people that sales is about people. We are in a people to people business, our job is to connect with people effectively. Read More

A few weeks ago, I returned from a long trip. I wasn’t feeling terrific, but chalked it up to jet lag and exhaustion. After a few days, things started getting worse. I was feeling very bad, pains in places I didn’t think I should be having pains. I was in agony, so I started searching the web. Read More

Recently, I participated in a “discussion,” with a group of people I deeply respect. All of them were heavy hitters and well respected in their disciplines, I was almost embarrassed to be part of such a distinguished group. The topic was a discussion about a particular aspect of sales performance Read More

The other day, I wrote about how even the best of us are seduced into pitching–perhaps when something else might be more appropriate. At the same time, the pitch–or presentation of your solution is important. Too often, however, we don’t have the impact we should in our presentations. It’s odd–t Read More

Not long ago, I was in a conversation with the CEO of a professional services company. His team was struggling with getting into the customers and engaging them in conversations about their solutions. “They just don’t want to talk to us about our solutions!” he said. “How do we get them interest Read More

Earlier this week, I participated in a series of reviews with a sales team. Each sales person was presenting their key deals and what they were doing to win. I was uncomfortable in much of the meeting, but had trouble putting my finger on what was causing my discomfort. Read More

Should we promote our best sales people into sales management? It’s a question that comes up a lot. I’ve written about it as have others. Most people come down on the side that this is a terrible strategy, not only do we lose our best sales people, but they are bad managers–demotivating the team Read More

Social media is changing the way our customers buy and the way in which we engage our customers. Before customers even see us for the first time, they have a great deal of information—not necessarily knowledge—about our company, our products, and our competition. I am often asked, “How should sal Read More