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The sales process is the cornerstone to driving the highest levels of sales performance.  There's so much data supporting this, one would think discussing Read More

Agendas are critical to reducing the number of calls you need to make to close--but not your ordinary agenda. Here's how you harness the power of an agenda: Read More

Challenging, providing insight, getting your customers to think about their businesses differently is critical to engaging customers and creating value.  My Read More

It's no wonder why sales productivity, people making quota, time available for selling figures all seem to be going in the wrong direction. While it may seem to obvious, we should be doing exactly the opposite, we should be seeking RADICAL Simplification of everything we do. Read More

We will have to engage them earlier--not when they have determined they have a problem they need to solve. Where marketing may have initiated the customer engagement, it may now be sales starting the process. Rather than marketing turning things over to sales for the next steps, it may be sales tur Read More

Great sales people help the customer identify, crystallize and manage these issues, making themselves advisors and facilitators to the entire customer buying process, not merely respondents to the last 30%. Read More

According to sales expert Dave Brock, there are three reasons why bashing your competition is an incredibly bad idea. In fact, it might even be the worst thing a salesperson can do. Read More

Sometimes, I think we overcomplicate things. People don't dislike sales people, they dislike bad selling. It's not whether sales people are provocative, provide insight, are consultative, are problem solvers, or provide great solutions---though those are all elements of great selling. Great sales p Read More

As I look at many people and organizations that are failing to meet their goals, it's puzzling. They have the knowledge and skills to solve the problems they are encountering, but they aren't applying these skills or knowledge. Afterall, if they were, they wouldn't be stuck. Read More

Sales specialists are very important in sales organizations and critical to account and territory managers. As our products and solutions become more complex, as they broaden, it is impossible for the account or territory manager to have deep knowledge in all the solutions. Read More