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We cannot define value for our customers/markets. In fact, to think we can is the height of arrogance. We cannot impose what we value, or what we think they should value on our customers. Value can only be defined by the customer--and each customer defines value differently. To be successful in sel Read More

As I hung up, I wondered, why would anyone ever plan a call this way? The probability of the same outcome as his call on me is probably 99.99%. But, based on his tone and wording, he was doing what he had been trained to do, and what his script said. Read More

Too often, the concept of a value proposition is focused on an event or static moment. It may be that compelling statement we make to a prospect to get that first meeting. It may be those set of bullets on everyones' web sites--usually headed by: Our Value Proposition--those generic phrases, that e Read More

The reality is, the cost of an open position or a bad hire is much more than the hiring, recruiting, training, and onboarding expenses can result in millions of dollars in lost opportunities.

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The role of the sales professional is changing profoundly, driven by tremendous shifts in the way customers buy. The traditional roles of the sales person are fast changing. Even the role of the sales person as a consultative, solutions oriented, trusted advisor is no longer sufficient to meet the Read More

The Future Selling Institute is dedicated to helping sales managers and sales leaders produce greater results faster. This is no mean feat, and there are a lot of things you have to great right—or at least not get wrong—in order to make the numbers. Read More

In answering a question at Focus.com, my friend and business partner, Anthony Iannarino, made a very important observation: Value creation isn't usually the result of having the best answer, but usually the result of asking the best questions. I couldn't agree more. Read More

The choice as to which prospective clients we pursue is a decision too important to be left to the sales force. The sales leader must make their choice, they must make certain their choice is known and understood, and they must enforce their choice. Strategy is, among other things, choosing what no Read More

A leader's job is maximizing the performance of their teams. We do this through training, tools, processes, coaching and other means---all focused on improving the performance of each person on the team. One of the critical elements of performance management is starting with the right people in t Read More

Not long ago, I was asked by some investors to assess the business plan of a start-up company. I jumped at the opportunity, I love working with entrepreneurs and launching new products and companies. The team I met with was filled with passion and excitement, they saw no barriers, everthing was opp Read More