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What business are you in? Peter Drucker's famous question is as relevant and important as ever. Think you're immune to devastating, company-killing innovation from some unexpected quarter? Think it's easy to see it coming? Think again... Read More

Customers (and prospects) are funny creatures.

1. They don't care about you
2. They don't care about your products
3. They don't care about your company

Imagine that! These odd beings only seem to be interested in making more money. Read More

“Work with those ready to be worked with.” Pretty simple advice. Pretty sound too. Especially when it comes to selling more faster. Read More

Business performance measurement is critical for every organization – big or small. I have learned, through experience, that there are 12 critical steps you must go through to implement business performance measurement flawlessly in your organization. Click on the link to find out what they are. Read More

If you’re still one of the doubters of social media's B2B value , watch for the patronizing, polite smiles and nods when you scoff. Maybe it’s you who doesn’t get it. Read More

Self-serve is not new, nor are the efficiencies technology brings, that's great for buying, but when something needs to be sold, you need a sales professional, to make up for the inefficiencies of buying. Let's not blur the lines between selling, fulfillment, transactions interactions, and the rol Read More

Tangible value is a gift that give on giving throughout the life of the product, why not get full benefit from it as a seller. Make sure buyers understand and calculate full value when evaluating your offering, their investment and returns. Read More

For the most part there’s a significantly negative impact. When a good leader leaves, of course it hurts. But… the positive impact of a good leader’s inspiration and mentoring lasts for long time; maybe even for an entire career. When a bad leader leaves there’s also a negative impact. Bad breath t Read More

This whole scenario is what I'd label "Highly Memorable Experience." Something a customer exec will not soon forget. Something forever associated with a top-notch, highly valuable sales rep. Read More

During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:

“Many of my references come from those I did no business with.” Read More