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Effective reviews focus less on what's happened, but more on moving forward--what have we learned, what's next, how do we grow. If you aren't spending at least 75% of your time on these in each review, on this, then you are wasting your time and losing opportunity. Read More

Too often it seems the customer is viewed as the enemy, not the people that keep our companies in business, that keep us employed. Too often, I encounter attitudes about customers that are, to borrow Brad Feld's term, Thinly Disguised Contempt. (TDC) Read More

Our jobs as sales people are to understand our customers' needs and goals. Fancy needs analysis, focused on their operation and business is just a small part of the process. We have to understand what drives them as individuals and human beings. We have to make sure our solutions address their busi Read More

I get to see the pipelines of dozens of organizations and hundreds of sales people every year. After only about 15 minutes of review, too often what I see is a pipe dream, not a pipeline. The signs are easy: Read More

Unfortunately, too often the people in organizations are treated as commodities. People are swapped out, new one's are swapped in, they are ignored and not recognized. In reality, people are the most sustainable differentiators in any organization. See, people can't be copied or duplicated. Read More

Forensic Prospecting---I wish I could claim inventing this term, but the words popped out of the mouth of a client as we were discussing prospecting Read More

LinkedIn has become a powerful tool for all sales and business professionals.  Yet many sales people and organizations are still confused about how to best Read More

However seriously we take our responsibility to sell, it's really meaningless until the customer accepts their responsibility to buy. But too often we forget this, getting frustrated ourselves, as well as aggravating the customer. Read More

The sales organization is responsible for executing the company strategy with customers! No if, or's, or but's! But too often, I see sales people and managers failing to do this. They focus on the same old things---the same customers, the same segments, the same products. It's natural human behavio Read More

Teaching and learning is a journey, not an event. A single class, lecture, or homework assignment is insufficient to achieving the outcomes teachers desire. Effective teaching is a journey-- a series of things that happen in a relatively structured manner (sounds a lot like a process) to achieve ou Read More