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Too often, sales people define the sweet spot as, these customers buy the types of products we sell. At a high level this may be valid, but there may be a whole number of factors that make the sale very difficult, high risk, or unprofitable. They may be someone's good customer (maybe even a competi Read More

Not all revenue is good revenue! Yes, sometimes we choose to book marginal business, but each time that needs to be something that is carefully reviewed. We have to focus on developing good business, getting good revenue. Good revenue is business we can acquire, support, and grow profitably. Good r Read More

But then there is the downtime. Those few minutes waiting to see the customer. All that time traveling to and from the customer, all the spaces between those activities we have on our agendas. Upon reflection, it piles up. There are huge chunks of our day that are downtime, opportunities to do some Read More

We are all busy.  We start our days already with too much on our plates.  Turn on the computer, hundreds on emails come in.  Tweets, texts, phone calls all Read More

Effective challenging, effective teaching, effective insight must be done in a context that is relevant and specific to the customer. Absent that, it's arrogance, puffery, and just today's form of the classic sales person's approach, Buy my product. Read More

What did you sell that for really focuses on what the customer is trying to achieve, the problem they are trying to solve, the result they are trying to produce. Thinking back to the old story--customers don't want to buy drills, they have a need to create a hole in a wall and the drill provides th Read More

The best competitive strategy is forcing the competition to respond to you. Put them into that position! (Too many in sales seem to want to be in that position rather than provide leadership). Focus on the customer, force the competitor to respond the rule. Work with the customer and help them defi Read More

As sales professionals, we're supposed to be great at building relationships with our customers.  Relationships are important, they are the foundation to doing Read More

My friend, Anthony Iannarino, wrote a great post, The Key To Time Management, Stop Wasting It.  It struck a chord, and I wanted to add a few thoughts.  What Read More

Many of you might be surprised, but I was actually trained as a physicist.  One of the first things we learn in physics --- even in high school are Newton's Read More