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Management is about making choices and setting priorities. We have to choose to do somethings, choosing not to do others. We have to set priorities and maintain focus. Choosing everything, setting everything to a top priority, consciously or by default (otherwise known as piling on), is a sure path Read More

In this world of hyper activity and business, I think too many of us find ourselves in the situation of How did I get here? We get caught up in meeting after meeting, constantly being interrupted by emails, texts, tweets. We go through the motions we always have gone through--often on auto pilot. Read More

Not so fast----the answer quantity or quality may not be that obvious. In reality both quantity and quality are important in sales. Read More

More than ever before, collaboration and partnering are critical to business success and sales. Internal collaboration--marketing, sales, customer service --- all working together to grow the business; external collaborations--working with channel and business partners in reaching customers; collab Read More

A major part of what I do for a living is to help individuals and organizations improve their performance and sales effectiveness. I participate in a lot of meetings where I'm asked to review the sales effectiveness initiatives of organizations. Read More

But questions aren't the fundamental issue--conversations are. Questions are an important part of establishing a conversation, but I think focusing on questions creates an inbalance and may, in fact, detract from our ability to have conversations. Read More

I've been involved in a number of conversations about questions recently. They've covered topics like, what are the best questions, what should we avoid, and other areas. These questions are always difficult to answer, because so much of the time, the best response is, It depends. Read More

My post yesterday, The Death Of The Funnel, Long Live The Funnel, stirred up some interesting conversation. I thought I'd continue to stir the pot by challenging the notions of marketing and sales funnels. Frankly, I'm not sure why we ever needed to have two funnels (maybe it was some marketing VP Read More

I’ve been reading a lot of articles, some from people who should know better, declaring the death of the funnel. I have to admit, I get frustrated and tired with a lot of this talk. But more importantly, I think it demonstrates a complete misunderstanding about what the funnel really is. Read More

These meetings are such an enormous waste of time. We can accomplish much more than simply reporting and reviewing what has happened. The real value of the management review--for all participants is the discussion. Read More