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When we have a gap in our ability to achieve our goals--today's and tomorrow's, it is irresponsible not to exhaust every single alternative in our prospecting efforts--there is simply no excuse. Read More

We've spent a lot of time talking about our project management process, but we're here to talk about our selling process. I'm not clear what it is, or why we need to have one. Can you share your ideas about this? Read More

Yes, this is a post about establishing and executing plans. Whether it's a plan to win a deal, to make a high impact sales call, to maximize your share within the account or territory, to make your quota, to hire the right people...... For all of these, we maximize our effectiveness and the quality Read More

The ability to recognize and move on these is critical. If we don't change, we won't make it through these transitions and if you don't change you won't either. It's happening at a faster pace in every industry. Read More

I received a frustrated email from a colleague the other day. He described a sales situation---he's selling a solution that creates a tremendous return for this customer. The return is about 4 times the investment -- a business case that seems compelling on the surface. But he's frustrated because Read More

As much as has been written about sales processes, I am constantly amazed by the number of organization that either have no process in place, their process is hopelessly outdated, or the sales people and managers don't use the process. We can never achieve the highest levels of performance without Read More

One of the greatest values of teaching, coaching, and mentoring is what we learn from the person we are coaching. It helps us grow and to perform at even higher levels. When you are coaching, don't cheat yourself of the opportunity to learn from those who you are coaching---that may be where the gr Read More

Before you pick up the phone, make sure you have your prospect's LinkedIn profile and website in front of you. When you get a call, immediately bring up the profile of the person who is calling and their company's website. Read More

Think about the last pipeline review you participated in. It starts out with a review of the pipeline, pretty soon, someone--perhaps the manager, perhaps a participant, perhaps the sales person doing the review, focuses on a particular deal. All of a sudden the conversation shifts and becomes a dea Read More

Too often, however, the shortcuts we take are the wrong ones. It's too hard to research a company and individual before a prospecting call, so we just call and talk about the only thing we know--ourselves and our products. Read More