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Wishful thinking and intent can look a lot like the same thing. They are similar in that they focus on a future goal or outcome. Something like, Winning the deal, Making the quota, Beating the competition. Read More

The other day I was reading a very thoughtful piece, from someone I respect. It was about critical success factors in transforming the sales organization. At first, I thought, This guy is really on target. But as I got further, I had an uncomfortable feeling. By the end, I thought, This is interest Read More

Whose job is it--it's everyone's job. Each sales person, each customer service person, each customer facing or customer engaged person needs to constantly look at improvements---how can they do their own jobs better? Each needs to be creative, how can I do my job differently? Read More

As sales people, we may be responsible for a lot of different things---we may have a number of product lines we can sell, we may have responsibility for Read More

Everyone want to nurture their customers and prospects. We want to provide them meaningful, relevant content. We want them to be informed and updated. We want tp build our thought leadership. Read More

But, selling is a for profit activity (even in not for profits). It's critical the customers we work with give us a fair return on our selling investment---if they don't thy're not doing their job! Read More

I've been wondering a lot about added value recently. We all talk about it, I've written about it, but often I think we misuse the concept. Read More

Have you ever looked at your funnel, or that of one of your people (if you are a manager)--on the surface, it looks healthy.  You have the right number of Read More

I've maintained the value the sales team brings to the customer is the most under-appreciated, yet most differentiated and sustainable aspects of a value proposition. Sales people don't get it, consequently don't get their customers to appreciate and buy it. Read More

Closing is never the real problem. The managers are reacting to a sales person's inability to win deals and get business, but it's never really about closing. Deals really aren't won or lost based on our slick closing skills or great technique, they are won and lost much earlier. Read More