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Had a lunch meeting with a sales exec this past Friday, a prospective client. A colleague brought us together and it was the first time I’d had contact with the man. Ever leave a meeting and have this feeling that the other person was somehow different/unique/better in some way, but couldn’t quite put your finger on why? That’s the feeling I’ve had all weekend and it finally hit me why I felt that way Read More

Have any habits that might annoy your customers? Have any bad habits you thought you had dropped, but haven’t? The answer, of course is, “Yes.” Here’s a quick video to help stay focused on your not-so-spiffy behavior patterns Read More

It’s a Saturday. It’s past 5:00 PM. I’ve been locked up in an orchestra rehearsal room with eight other unpaid compatriots for the last seven hours. That was after two hours of prep at home this morning. It was an “extra” meeting of the Cobb Symphony Orchestra Board of Trustees. We’re in the midst of a search for a new Executive Director and trying to figure out how to survive financially in an economy that has absolutely hammered non-profits coast to coast. We’ll be fine, but only because the group is so fully committed. The time and effort, though, is really wearing. It’s almost like having a second full time job Read More

There aren’t many feelings as cool as when you get to see one of your own best practices kick in. I had the great good fortune this past Wednesday to watch one of mine take hold and accomplish its intended effect. (I just wish I had actually thought the practice up instead of simply bumbling into it about four years ago… Read More

In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of customers say that derails a sales call. The first thing I did was project the following words up on the wall:

You don’t understand. We’re different Read More

Mr. Customer, the net present value of the investment I’m suggesting is $377,000.

That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree Read More

Does a 17th century French philosopher, mathematician, physicist, and writer have something to say to 21st century sales reps about “push” and “pull” and their relative effectiveness in getting commitment?

“We never understand a thing so well, and make it our own, as when we have discovered it for ourselves.” — Rene Descarte Read More

Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money – again – and I can’t help but throw another log on the fire Read More

According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven’t sales leaders and CRM vendors figured this out Read More

It all started last November at a barbecue joint in Birmingham, AL. (Read about our Dreamland experience.) At the time, none of us knew the other two also had the Don Quixote gene, ever-ready to embark on a grand quest. It’s been a fascinating ride so far, and the windmills keep getting interestinger and interestinger Read More