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In today's complex B2B sales environment, few sales people can afford to go it alone. Not only do sales people have to manage the customer side of the opportunity, they have to orchestrate the internal side of the opportunity. Read More
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Do great sales people make great sales managers?  This is a debate that never seems to end, I've written about it before, over the past few weeks, I don't Read More
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I was listening to a web-conference today, one of the speakers discussed the importance of collaboration in sales, citing the higher use of web conferencing, Read More
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I seems every time I write a post about the sales process, I get comments that it is not reasonable to force sales people to use the sales process.  They Read More
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All too often, we hear nightmares about customer service and how abysmal it is.  No one listens, no one cares, they just want to take our money and screw the Read More
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Last week, I wrote about inspirational customer service.  This weekend, the pendulum swung to the other extreme.  I went out looking for new cars.  No blog Read More
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The Sales Process is the cornerstone to sales excellence-for both individuals and organizations.  Recently, I reread Miller Heiman's 2010 Best Sales Read More
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To say things are changing is almost trite, with the confluence of the new economy, globalization, social media, globalization, new and different competition, Read More
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We spend lots of time and money refining our communications styles, learning how to connect with and communicate more effectively with our customers.  There Read More
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Improving sales productivity is the Holy Grail of all sales professionals, executives, Sale 2.0 solution providers and every sales consultant.  We look for all Read More
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