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My issue is, as a sales or marketing executive, do these calls make sense? Do we want to be spending our money, wasting our people's time,wasting our resources, or wasting our customers' time on programs that are so poorly structured? Can these really produce a return? Read More

So the key differentiator becomes sales---it becomes the people and processes we put in front of our customers everyday—whether their our own field sales organization, whether it’s our eCommerce site, our telesales, or our channel partners. It becomes the whole process and experience they have in b Read More

Sales leaders and sales managers can mistake the authority of their position on the organizational chart for a higher level--and more effective authority. Read More

What's keeping you up at night? It's a classic question many sales people use to start identifying their customers' needs and priorities. In reality, however, it's a terrible starting point. It may mean, you haven't done your homwork in preparing for the call, particularly with senior executives. Read More

Companies spend $100's of millions every year in training sales people about their products and solutions. As sales people, we are proud of our knowledge--naturally eager to demonstrate it to customers. Likewise, people in our company who may support us--developing sales and marketing materials, re Read More

It’s surprising how many sales organizations don’t provide their salespeople commission or bonus reports. Sometimes the information is difficult to acquire. Most of the time, the information exists but the will to capture and report the salesperson’s bonus or commission doesn’t exist. Read More

Great sales professionals get what they want---the reason is purposefulness. They build a plan, they execute the plan, they try to eliminate any roadblocks to getting what they want. If it's a sales call--they don't leave anything to chance. They develop a call plan and execute it. They have clear Read More

There is a great temptation as a new sales manager to believe that you help others succeed by having them do exactly what you believe allowed you to succeed. Read More

With the possible exception of the IPad 2, demand is perishable--always. If a customer calls with a need to buy, it's critical to respond as quickly as possible. No let me change that, regardless of when a customer calls, it's critical to respond as quickly as possible. Read More

A couple of weeks ago I wrote a piece, What We Miss About Sales Metrics. In some of the discussions around that piece and in a number of separate discussions I've seen around the different sales communities, I've been amazed at some of the zealotry around metrics. Read More