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We all have them, we know what they look like. They’re stuck. We look at aging reports and see them staying in the same stage of the pipeline, not moving forward, getting older, moldier as time passes. Sometimes, I see entire pipeline’s clogged up with stalled deals–I feel like calling “Roto Roo Read More

I read an intriguing post from Jim Keenan about Subject Lines That Work For Sales Emails.

It showed an infographic about the subject lines that maximized email opens. The top 5 are:
1.RE: (with 92% opens)
2.RE: Follow Up (with 90% opens)
3.RE: Update (with 89% opens)
4.RE: Introduction Read More

This afternoon, we had a problem with a critical tool that we use. I am currently on the road, running from meeting to meeting, but I had to address the problem, it was impacting our people and work they were doing. Read More

We know customers want to us to engage them differently. There’s all sorts of research that says customers want to self educate. Other research showing that customers are engaging sales people later in the process–largely after they have determined the problem, determines their needs and requirem Read More

Everyone is talking about social selling! We have new tools, techniques, and capabilities to engage more people, more differently than we ever have before. Social selling dominates many conversations. Read More

Teaching our customers is a cornerstone of Challenger, Insight Selling, and just plain good sales practice. We want to help our customers learn. It’s actually not that new a concept–we’ve always taught our customers something. It used to be about our products, or our solutions, or our companies. Read More

Things are so much easier when they are black or white, when there is a “right answer” to every question or issue we face. Unfortunately, in the real world of buying and selling, there are no right answers, there is no clear direction–either for us in selling or for our customers. Read More

As sales professionals, we're obsessed with the "numbers."  Where are we year to date, what's the forecast, what's the pipeline look like, what are the activity Read More

Tom Peters and Robert Waterman introduced the world to the acronym, MBWA--management by walking around, in their 1982 book, In Search Of Excellence.  Read More

Recently, a number of people have asked me my thoughts on closing skills.  I think they are asking me about the 8-12-15... techniques to close.  I've never b Read More