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The other day I wrote about the Almost Perfect Sales Management Article.  That post stimulated a flurry of questions about a Sales Management Standard Read More

What about getting back in? Well well planned and executed sales calls will result in commitments and actions on both the part of sales and the customer. We no longer need the excuse. These commitments and actions create the need for the next meeting or call. Because the customer has complete owner Read More

As people, particularly we consultants, are prone to do, we make things more complex than they need be.  Most of the principles we look at in high performance Read More

Helping the customer identify new opportunities to grow their businesses, working with customers who've identified a problem but need to better define it and research alternative solutions, working with a customer who has well researched the issue and has issued a RFP, or working with a professiona Read More

In the latest issue of the Harvard Business Review, the folks at the Conference Board have declared “The End Of Solutions Sales.” Upon reading this, I immediately thought of Mark Twain’s quote, “Rumors of my death are greatly exaggerated.” While, I suppose, it stirs up the pot to declare the end Read More

First, I have to credit my friend Jack Malcolm as the inspiration for this week's article.  He's writing a parallel series of articles.  Recently, he wrote Read More

We know we have to understand those needs and present our solutions in the context of what they value. Procurement professionals are no different. It's our jobs to understand what their needs are, what they value, how we can help them achieve their goals and produce results. Selling to them is no d Read More

Radical simplification in how we work with our customers, both during and after their buying process becomes a valued differentiator. Managing or removing complexity through their entire customer experience becomes the most valued aspect of our solution. Read More

High performers leverage technology to help accelerate and amplify what they are trying to achieve. They respect and use technology, but see it as support, not a substitute to being thoughtful. Read More

Managers play a critical role in the lean sales and marketing organization.  It's different from we think in the traditional organization. In the traditional Read More