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Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in growing their business. At dinner one evening, I was talking to a three executives, comparing notes on a new tool each was considering buying and implementing... Read More

Like most of us, I’ve come to rely on—and use as an excuse—constant on-line accessibility.  Email, Twitter, blogs, instantaneous web access.  Imagine my Read More

The underlying principles are similar--creating compelling value to a customer in need resulting in them buying from you. But there are all sorts of ways to achieve that goal. Broadening your perspectives, adding more to our tool kits, taking something from one sector and tweaking it so it works fo Read More

In sales, we have a lot of False Positives as well. We interpret things in one way, but in reality they may be quite the opposite. False Positives cause us to take courses of action that may be completely wrong. False Positives cause us to diagnose the customer situation completely incorrectly, we Read More

Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm proud of being a sales professional. I aspire to create value for my customers in every exchange. I strive to learn and improve, despite the years of experience and greying hair. Read More

But if we want to maximize sales performance across our organizations, it's critical that we have a model that identifies critical competencies for the sales organization. Without this, we have no framework for performance management, coaching, development or continuous improvement. Read More

The words we use betray our thinking and focus.  How we express ourselves shows our biases, our priorities, our prejudices.  So what, what's this mean to Read More

Sales people don't like the routine! We do different things every day. Each situation is different, each call is different. There's huge variability in our jobs --- or so we like to think. But is it really true? Is it really true that we can't plan our days, that there aren't some standard practice Read More

A sales person’s job is to sell–nothing surprising.  More and more, however, it seems that things conspire against us, diverting us from engaging our customers.  There’s some market research that puts the time available for selling at around 42%, but more and more, that figure seems optimistic.  Read More

In my post, Focus On Your Sweet Spot, I spoke of the importance of developing a rich profile of your ideal customer and focusing viciously on qualifying opportunities within the sweet spot. It's a fundamental to sales success. Too often, we have a poorly defined sweet spot or none at all. Read More