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We're about to enter the second half of the year.  People are looking at their pipeline's and results to date, too often seeing a big gap in their ability to Read More

Perhaps that's the issue. Perhaps we should stop talking about compliance. Perhaps we should focus on the value these tools bring to sales professionals, training them so they understand the value. Working with them so the tools become as indispensable as Outlook, Word, PowerPoint, or Excel. Read More

Customers want ideas, insight. They want to know how to improve their businesses, how to address new opportunities. They want their sales people to help them see new things, to engage them in conversations about new processes, procedures. Read More

The pipeline is the single most powerful tool for individuals and managers, alike, to give insight into whether you are on target to making the numbers Read More

Procurement and sales have the same objective, maximizing the value for the company! Yet so often, we seem to be working at cross purposes. Instead of focusing on maximizing value, the conversation seems to be about minimizing price. And that's where the disconnect begins. Read More

Lean is one of the most important concepts for us to understand and drive in Sales and Marketing. It mandates us to really understand what value is--from the point of view of our customers, and to focus exclusively on activities that create value for the customer, eliminating everything else. Read More

Customers are always evaluating sales people---they are checking to see it they perform, if their words match their actions, are they people they should to business with, what separates them from all others. Consequently, everything we do counts--there are no mulligans or do overs. Read More

Insight and value creation are closely intertwined. They speak to unique challenges to the customer and present opportunities, specific to the customer. They speak to things the customer might do--providing a unique road map for the customer. Read More

Sales, business, effective, and impactful communication demand the highest quality of thinking. Success for our customers and ourelves requires attention to details and a commitment to the highest levels of performance. Our customers, our people, our managers deserve nothing less than our best. Read More

We should try to understand what makes lazy sales people successful, how they consistently make the number with the minimum effort, but we shouldn't seek to emulate their behavior. The ideal is to learn from them so that we can Sell More! Read More