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Yet sometimes our optimism is our downfall. We tend to accept things that fit our picture, not challenging them. We tend to listen selectively, hearing what we want to hear, not necessarily hearing what is really being said. Read More

Companies spend billions of dollars each year in training people on sales and related methodologies. Billions more are spent on tools like CRM systems and others that help improve sales people's effectiveness and efficiency. Yet much of that is simply wasted. Read More

Too often, our focus in the New Year is internal, we actually waste an opportunity. It's New Year for our customers, let's understand what it means for them, let's align our strategies to help them achieve their goals, let's sit down and help them develop a road map to do this-making sure we are a Read More

Yet, it's really only a New Year from the point of view of the calendar. We each come into the New Year with a lot of baggage. Read More

Want to be more customer focused? Then put a face to your customers. Rather than talking about corporations and entities, talk about people. Read More

I've been writing this series of posts on metrics, and how sales people and managers leverage metrics to help maximize our performance for a number of months. I've never written about Quota measurements--the grand-daddy of all sales measurements. Read More

But what our customers want to talk about is what they want to talk about, what's important to them, what they are trying to achieve, their problems and opportunities, what's going on with their customers, in their markets and industries. Read More

We struggle with ideas about how to help improve our customers businesses, how to help them achieve things they had never imagined. We struggle with what's that killer idea? Read More

The only way we can get sales to have meaningful conversations with their customers is to talk about what they care about---their businesses. Telling them about all our great products doesn't excite them, it doesn't help them achieve what they need or want to achieve. Read More

It's important to realize that we sold a solution to the customer's problem---so the sale isn't over until the customer has solved their problem! Read More