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I work with dozens of organizations and hundreds to thousands of business professionals every year. Over time, I’ve noticed some important differences in the focus of many of these people and organizations. Some (too many) focus on avoiding failure, some focus on achieving success.

Aren’t they Read More

Usually it's easier, and cheaper to sell to a current customer than to acquire a new customer. Monitoring customer retention and customer attrition is important. Ideally, 100% of our customers continue to see superior value in our products and services, and want to continue to be customers. Read More

Cost Per Order Dollar (CPOD) is actually a number of measures, but they really look at the cost of selling. Read More

Sales 2.0 tools offer tremendous capabilities to sales people. They enable us to dramatically leverage our time--making us much more efficient. Read More

Multi-tasking is the ultimate demonstration of your lack of respect---for those who you are not paying attention to, and to yourself. Read More

Prospecting is not a start and stop activity. Even when we have a good funnel, we need to prospect. If things are flowing through the funnel effectively, then we will need new deals to replace those we've closed. Read More

The phone rings.  I pick it up, it's a sales person from a supplier of Sales Intelligence solutions. Hi Dave, I'd noticed you were on our site, I'd like to Read More

In past posts, I've talked a lot about metrics within the traditional Sales Pipeline/Funnel, focusing on qualified opportunities. Today, too many of the sales people I speak to are opportunity starved. They don't have a sufficient volume of opportunities to achieve their goal. One of the most impor Read More

Isn't the real beneficiary of sales and marketing automation the customer? It seems to me, these tools enable us to dramatically improve the quality of the customer experience. They enable us to transform our relationships and the customer engagement process Read More

Trust is the cornerstone in developing healthy relationships,whether they be personal or professional. It's particularly important in our effectiveness as sales people. However, there's a lot of bad information about establishing and maintaining trust--both with your customers and within your organ Read More