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There is a hidden performance and resource drain that can have a dramatic impact on our success. It's the abandoned deal. Read More

Creating great value for the customer, developing meaningful relationships requires a careful balance of push and pull. They can't exist by themselves--we can't have push only strategies, nor can we have pull only strategies. We have to purposefully execute both. Read More

I'm taking a bit of a departure from some of the rules I have established for myself and this blog.  One thing I have avoided is taking political positions, Read More

Not long ago, my wife had to be away from home for a week. It happened to be a week that I wasn't traveling so, I had to fend for myself on meals. The first Read More

I have to admit I'm a little hard nosed about this topic. We can't have it both ways, it's just an insane argument. When we perform well we should be compensated for it. When we perform poorly, we should be compensated for that performance---not our effort. If our performance has been down from the Read More

A lot of organizations are similar. When I talk to them, they have all the pieces/parts. They have a sales process, they have hired the right people, they have a good organizational structure, they have a compensation plan, they have training, they have demand generation programs, they have marketi Read More

There are two different perspectives of wins and losses that I'd like to discuss. One is the fairly typical win/loss review that should be conducted with every major opportunity--particularly for every major loss. The other is a broader view of wins and losses--looking at overall trends and pattern Read More

The other day Seth Godin offered a short post on Sold or Bought. It offered an interesting perspective, but he didn't go far enough on selling. We can further refine this view in a number of ways. One of the major splits I see is sales people who are really order takers versus solution creators. Read More

I'm struggling with some of the ideas, these ideas, frankly, I think it's the manager's job to be coaching everyone. This doesn't mean each person requires the same amount of time in coaching. Nor does it mean we have a cookie cutter approach to coaching everyone on the same thing. Read More

Push is important, it's the obligation of sales people--but it must be correctly focused. It has to be about the customer. It has to be focused on them and what they can achieve. It's the obligation of the sales person to help their customers think differently about their businesses, to discover ne Read More