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OK, sales rep or manager, you tell me what, if anything, is wrong with the scenario that follows. It includes buyers, sellers, partners and value for all involved Read More

I’ll never forget that coffee mug. It was the second year of my sales career, and I had finally submitted a proposal that got me invited to “present and defend” in front the powers that be in the executive conference room of one of my key customers. It sat in the middle of the table. Papa frog, mama frog and baby frog, smiling happily under that goofy slogan Read More

The first recording of this episode started with the recommendation that all sales reps should start a blog. After pondering a bit on the reasons behind the recommendation though, it became clear that a prediction was more appropriate Read More

The law of supply and demand is one of those things we sales types ignore at our peril. Think about it in terms of finding vs. capturing vs. creating demand and how you get paid for each. Read More

Quick Thought for the week of 6/13/10. Prepare!!! We all need to wing it now and again, but thorough preparation is an amazingly powerful credibility builder Read More

To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good. Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time Read More

Perhaps it’s not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power is a day-to-day reality for sales reps Read More

Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:

The best way to learn something is to be responsible for teaching it to someone else Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More

This is a story about what one of my client CEOs just did that turned into a big time home run. Talk about customer focus Read More