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This morning, I was intrigued by a question on LinkedIn.  A person felt offended, a salesperson had criticized the this individual's company.  The individual Read More

A client called me up a couple of days ago with an interesting problem. They were in the closing stage of a very large deal. They had done a thoughtful job of understanding the customer business, their goals, the problems they were trying to address, and so forth. They had made a final presentation Read More

I'm a great fan of Customer Experience Design.  Unfortunately, most of the work in customer experience design tends to be focused on web design, user Read More

I just this moment learned of the passing of Mack Hanan.  Mack passed away on November 25, in New York City. I first got to know Mack through his book, Read More

Yes, I'm on that soapbox again.  There have been a number of research reports released, all highlighting the decline in sales performance.  CSO Insights, 2009 Read More

I love competing and I love winning!  Watching the Super Bowl was great, two great teams who left everything on the field.  No this is not a post about what Read More

Last night I participated in a fascinating discussion on engaging sales people.  The conversation was one of our bimonthly Sales Smack's.  If you are Read More

Imagine this, a company has spent money trying to attract my interest in their online backup/synchronization service, they've sent appropriate emails, provided good marketing information. I spent some time on the phone with a sales person, making sure I understood what I was buying. She handled all Read More

Recently, I've been engaged in a number of discussions about how tough a job sales is.  The issues usually involve:  We have the highest risk job in the Read More

The web provides endless amusement in understanding new approaches to selling.  I recently found the following post in a sales training discussion blog I Read More