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I've been reading a lot of opinions about sales people blogging--many favoring this. Frankly, I think this is dead wrong, from a business point of view, I'm not certain that sales people blogging is an efficient or effective use of their time. Don't get me wrong, I think all sales professionals sho Read More

Twitter is an important element of our social media and overall marketing strategy.  I try to find outstanding content to point my followers to and am proud of Read More

When I speak to sales people, this is the second biggest complaint I hear.  Sales people have trouble getting meetings.  This isn't just with prospects, but Read More

I was read a great post written by my friend Charles H. Green, Why Client Focus Can't Be About Profits. It's outstanding, be sure to read it. Regular readers Read More

Since it is the New Year, both organizationally and individually, we have new plans, strategies and goals. They may be expressed in terms of quotas, revenue, profit goals. They may be new initiatives or new programs. In some organizations, the process for establishing these actually started back in Read More

Those of you who know me know that I am a fanatic road bike rider.  Naturally, I rode bikes a lot as a kid, and rode at college because it was the easiest way Read More

Sales managers have to balance a number of, potentially contradictory, issues in leading their organizations and maximizing productivity and results. Combine that with the fact that the organization must continue to move forward producing results. In business and sales, there are no time outs. No c Read More

A couple of weeks ago, I was on a panel with a number of peers. A couple of the panelists suggested the majority of companies they worked with had no sales Read More

It's Friday afternoon, the end of an incredibly busy week, I'm taking a few moments to reflect on some of the most interesting discussions of the week.  With Read More

I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of their performance management system in which they looked at performance across a couple of dimensions, Getting It Done and Doing It Right. I really liked his comment, but wanted to address it in a much broader sense. Read More