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It distresses me, but too often I encounter people with entitlement attitudes. They express this in various ways, I work really hard, why don't I get the promotion? I put in a lot of effort on this proposal, why didn't I get the deal? I've worked for this company for years, why are they treating me Read More

We talk about accountability a lot, but we tend to gloss over the consequence sides of accountability. Being accountable for our performance goals not only means we do everything possible to achieve them and that we have internalized and own them. It also means we understand and accept the conseque Read More

We make it the customer's job to figure out our value proposition. Sure this was an extreme case. Yes, most of us do articulate our value proposition--at least the generic one that marketing gives us. But we leave it for the customer to sort out what it really means for them. Read More

But activity levels are important, Understanding the activities that are critical to our own performance and success is critical, both to help make sure we are on target to achieving our goals, and to continually tune how we work, always improving our effectiveness and efficiency. Read More

However, it strikes me as ironic. One of the most important qualifying questions we have as sales people is, Do you have a budget? We spend a lot of time trying to assess the budget the customer has, whether they can afford our solution, or which solution we want to present to fit their budget. We Read More

Do you have a deal that's stuck? Are you and your customer almost there, but can't get further? Consider asking the customer what they want to buy, then sell tham that, not what you decided what you would sell. Read More

In each meeting we have with prospects and customers, we need to maximize our impact with the customer. Preparation is key to achieving that. In each meeting, we want to make sure we are using our time well, we want to maximize the impact on our time utilization. Preparation is key to reducing the Read More

As leaders and sales managers, a key aspect of our jobs is to manage performance. I find lots of different approaches people use, but at the core the approaches tend to reflect two completely different views of performance. Read More

I'm a little surprised that I'm writing about 9/11.   It's a big departure from my normal ramblings.  This morning, I had no intention of writing about it.  Read More

Just for a quick review, three of the greatest levers in hitting your goals are: Increasing Your Win Rate, Reducing Sales Cycle, and Increasing Average Transaction Value. Of these three, perhaps the easiest to achieve is increasing the average transaction value. Read More