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I think we confuse proposing and providing a solution with problem solving. But it's not really the same thing. Read More

OK, maybe misery is too dramatic, but at its core, unless our customers are miserable we will never be successful in selling them. This morning I was having Read More

Everyone acknowledges the world is changing, perhaps faster than many want, but it is changing.  Change isn't the issue, it's a fact.  The issue is, How Do We Read More

Too many entrepreneurs and small business owners don’t have an appreciation for the value of sales and marketing, probably because they don’t understand the functions. All the investments made in product development, manufacturing, services, infrastructure are wasted if the company fails to acquire Read More

It's clear we're in a frenzy of networking and connecting.  There seems to be a rush to establish connections, friends, whatever.  People are reaching out, Read More

Last week, a couple of my friends looked at a couple of different, but parallel issues.  Jim Keenan published  You're Boring.   I struggled through the Read More

Being social implies vulnerability. Someone may disagree with us, someone may not like us, someone may not want to engage with us, yet is willing to engage with our competitors. Prior to a lot of the social technologies, social was one to one, a personal connection. As with any personal contact it Read More

There's a lot of talk about social selling.  When you peel it back, it's a lot of talk about technology--choose your favorite; Twitter, Facebook, LinkedIn, Read More

How Do You Make Money? This question, and it's variants, is probably the single most important question for us to understand. Being able to answer this question and it's variants is critical to our success as sales professionals. Read More

Imagine how simple things would be if all our product, market, strategy, and Go To Customer conversations started with two simple statements: Who Is The Customer? What Do They Value? Answering those questions puts us so much further ahead. Read More