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This morning, I'm sitting in a series of presentations extolling the value of big data.  I get it--kind of.  I get that more data has been created in the Read More

I'm a great advocate of Radical Simplification.  Our worlds are too complex, we seem to keep piling things onto everything we've done in the past.   New Read More

How would you change how you sell when you are selling sand? When your product is not different than the product your competitor sells, how do you set yourself apart, maintain your margins, and win business from someone else that's selling exactly the same product? Read More

I've been having trouble with a sales person.  He's someone I've done business with a few times before.  It started a few months ago. He sold my wife her Read More

Buying has changed.  The traditional role of the sales person in teaching the customer about solutions and products is much less important.  Buyers are self Read More

If anyone has doubts about how much professional selling is changing, download and read Mike Schultz and John Doerr's report, What Sales Winners Do Read More

We should stop creating excuses to see the customer. In fact, we should do everything we can to reduce the number of meetings we need to have with the customer. We should be compressing as much as reasonable into fewer meetings--we improve our productivity, more importantly we use the customer's ti Read More

So it's the same with our customers. To accomplish what they want, they have to sell internally. The problem is, too often they don't recognize the need to do this. Read More

My post, But Your Price Is Too High has generated well over 100 comments between here, LinkedIn and a few other sites. The discussion has been very intense, with lots of great ideas and some challenges. But, I still am finding some confusion. Read More

I wrote, Customer Retention-Different Approaches, the other day.  It stimulated a lot of discussions.  One of the most interesting was with my friend Brian Read More