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Jerry Kennedy talks about life, the universe and the state of selling on the Successfool Podcast with Alejandro Reyes. Read More

In the question of what you should hire, sales talent or industry knowledge, sales talent wins hands down, no matter what or how special you think your industry is. Read More

There's a cautionary tale for sales people and a recipe for turnaround success in the story of Descartes Systems Group (TSX: DSG). Descartes has gone: from (i) huge success to (ii) almost total failure to (iii) turnaround success (revenue is now up 50% from 4 years ago and profits are 10 fold higher). How did they do it? The answer is ... Read More

Our ability to laugh and recognise humour in all situations is, I think, an important factor in humanising ourselves and enjoying what we do. This article celebrates a year of cartooning experiences and surreal thoughts on the sales world and looking forward to many more. Read More

A quick montage introduction, to Renbor Sales Solutions, Tibor SHanto, and feedback from workshop participants. Enjoy and spread the word. Read More

1. Power - It isn't about who has the most authority. It is about who has the most influence. Develop unity among the most persuasive members of your team. 2. Character - Integrity is the strongest foundation when building long-term success. 3. Hope - People quit when they don't see a light at the end of the tunnel. The leader must... Read More

I recently had lunch with a highly successful VP of Sales. He explained that he was frustrated with the members of his sales management team, who he felt were focused only on results. He worried that they were not spending any time developing their salespeople Read More

After my last blog 5 Ways to Gauge Your Sales Managers' Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales. Two heads of sales from different companies liked the post but did not want to send it out to their frontline sales managers because of my comment (see below) that coachi Read More

The ability balance the emotions and rational that go into making sales leadership decisions are what differentiate leaders from followers. Read More

How many meetings with clients have you been to that were aimless, unstructured and poorly planned? If you're like most professionals, probably quite a few. The problem's particularly acute when it comes to business development meetings: your first few meetings with a potential client when you and they are trying to figure out whether you sh Read More