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Surprise!!!  It may be fun for a birthday party, but it's never fun in sales.  It means that somehow our carefully thought out approach has suddenly been thrown Read More
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I wrote, If You Were In Your Customer's Shoes, What Would You Do?  Gary Hart offered a thoughtful comment that got me really thinking (as his comments so often Read More
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For those of you that know me, this won't be a stunning confession, but I really struggle with my impatience.  I try to rein it in--I've stopped tapping my pen, Read More
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Annually, billions are invested in sales skills training.  On top of that, millions are spent on books on sales techniques, thousands of articles are wr Read More
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Insight has become the buzzword for engaging today's buyers.  We are supposed to teach our customers--helping them identify new opportunities, areas to i Read More
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I'm not sure anyone looks forward to the Sales Management Review (sometimes these are called QBR's, but there are other reviews).  It's unfortunate, because t Read More
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Consistent top performers, Agile Sellers, always have a plan and focus on the effective/efficient execution of that plan.  That's one of the things that sets Read More
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Probably more "selling," happens outside the sales profession than within the profession.  That "selling," isn't measured by revenue or quote, but it happens Read More
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I've completed a few days of doing deal reviews with some really terrific sales teams.  The teams had done outstanding jobs.  They had great deals, they'd d Read More
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To sustain performance improvement, we have to move away from the event mentality that surrounds most training programs. We have to look at the other components Read More
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