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My last post, The Hip Bone Connected To The Thigh Bone….. , started a discussion about systems, that is how things work, interrelate, and the dependencies they have on each other. I focused specifically on how we acquire and retain customers, focusing on sales and marketing as separate, but tightl Read More

Everyday, I get inundated with offers. As you would expect, I somehow get on a lot of spammers lists for various things having to do with selling. Most of those go directly to my Junk Mail, so I don’t see them, but some still aren’t caught by my Spam Filters. Read More

I’ve fallen into a trap, it seems my preferred mode of communication is becoming digital–that is, I email, tweet, text. It’s so fast, convenient. To tell you the truth, often it’s the most effective. A lot of our communication is “asynchronous,” or one way. Often, we just want to let someone kn Read More

We seemed embarrassed to admit it, or we are trained not to say this, but selling isn't selling really about Self Interest? Read More

I’m constantly about how few sales people really understand what their customers are buying. They know what they are selling, but they can’t explain what they are selling it for—that is why the customer is considering buying the solution and the value it creates for them. Read More

In Tom Peters’ The Little BIG Things, on Item #46, he makes the point that “Everything Passes Through Finance.” It’s such a important, yet too often ignored critical success factor for sales people. In virtually every situation, Finance is always somehow involved in the sale. Sometimes, it’s ju Read More

I’m constantly surprised by how poorly many sales people communicate within their own organizations. Sales people complain, “I’m not getting the information I need to finalize my proposal to the customer,” “My customer isn’t getting the service levels I committed,” “I’m not getting the support I Read More

This morning, I was out for my morning run around the lake. Up ahead, I saw a guy approaching, wearing headphones, smiling, head bouncing with the music. Looked like he was having a great run. Everyone he passed, he shouted, “Hi!” Read More

I got a really interesting email today–actually, I get these emails periodically from various organizations. Today’s was from a very large company that we’ve done business with before (we are a customer of the company). The email was very personal, it started: Dear Dave………. Read More

No, I’ve not decided to convert this blog into a lesson on Anatomy, I actually want to talk about systems. But I don’t mean systems–technology, I mean systems–the way thing work, how things interrelate, specifically in acquiring and retaining customers. Read More