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“What is written without effort is in general read without pleasure.” Samuel Johnson

Make the effort when you write an e-mail, a proposal, a meeting summary, whatever. Writing is permanent. It’s your reputation. It’s your credibility Read More

Looking for some input on which smartphone to buy. Do I go with loyalty, or stretch and convert? Take a read and have your say Read More

There is always a danger in focusing on the tools used to get a job done. (We all know the cliché about the six-year old with a chain saw…) That said however, a robust CRM system just might be the most powerful tool a sales team can have Read More

In sales as in other aspects of life, it is not how big, but what you can do with it. Sellers need to focus on the impact of their solution for the buyer rather than how big or bad it may be Read More

As a group, sales managers are not big on “managing by the numbers.” Only a very few use more than a half-dozen or so measurements to monitor the quality and effectiveness of sales performance. Most rely on two, revenue and profit. They are the ultimate indicators of success, right? Why would anyone need to know any more Read More

There’s no way an outside consultant, or even a VP of Sales for that matter, can tell an experienced rep how to do his or her job. It’s like the old joke about trying to teach a pig to dance. It frustrates you and annoys the pig Read More

Wisdom from a race care driver: “If everything seems under control, you’re just not going fast enough.” Mario Andrett Read More

A strong value statement is critical. A weak one is a loud, clear signal for the buyer to press hard for a lower price. (They teach that at purchasing agent school.) Consider the following three scenarios Read More

So why is it that sports teams can trade stars to shift their team and output, but sales teams can't. Or maybe they should, they often end up with reps from other companies why not do it in a creative and proactive way Read More

It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that Read More