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Training is a key part of any person's development. We need training to develop new skills, to acquire knowledge, and to build our capability. Whether it's on new products, new sales skills, new tools, training is a vital part of everyone's development (sales professionals and managers alike). But, Read More

The cold call started pretty well.  Someone called, he had a good premise for the sales call, he had done his homework, he asked a question....... That's Read More

Over the past several weeks, I've sat in on a number of interesting webinars on sales productivity.  Inevitably the focus is on tools the sales manager can use Read More

Effective coaching responsibilities, coach people for great results, learn how to be coached and improve your performance. Read More

Collaboration is the new buzzword.  It seems everywhere we turn, we read about collaboration--it's critical to Sales 2.0, Enterprise 2.0 and just about Read More

There are lots of ways to coach, in this and the next few posts I'll talk about a number of methods managers use to coach.  I've been thinking a lot about this Read More

The whole topic of coaching stirs up a lot of controversy and misunderstanding.  I've decided dive in and stir up the pot a little and will be writing a few Read More

Everyday I speak with sales executives and professionals about how to improve sales, both driving more sales and improving overall productivity and Read More

Everyone knows the classic con game, called Three Card Monte.  It’s a card game where the dealer rearranges cards (usually on a cardboard box to aid in Read More

For sometime,  I’ve been haranguing readers about the importance of the selling process.  Even in a recent post, I considered use of the sales process as a Read More