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A highly successful vice president of sales recently shared his frustration with the members of his sales management team. He felt the managers were focused only on results, and he worried that they were not spending any time developing their salespeople. His longer-term view is based on the belief that... Read More

Social media monitoring is increasingly important for public relations departments and agencies. The social Web is often the battlefield of modern PR. These social networks of companies, customers, and employees are naturally flowing important stories. That makes it all the more critical that PR professionals are monitoring these new media channels.

One of the most important is Twitter. Read More

In a perfect world, every employee would understand that what they do is really in some way to serve a customer. That is what organizations with customers are designed to do. Too often, though, little silos and fiefdoms develop. Many of these silos and fiefdoms believe that the responsibility for serving customers and for growth belongs to someone else. It doesn’t. Growth is always easier when al Read More

Last week, I asked the question, “Do we have a leadership problem?“ We received some terrific answers from everyone! As promised, this week, I’m sharing my own thoughts on the subject.

The biggest problem with leadership is... Read More

It is time to stop paying for the sins of our fathers. There are very few salespeople today who behave like salespeople behaved in the past. Today, salespeople are smart, business-savvy professionals who have every bit as much professionalism as someone who works in any other business role, and in some cases far more. Read More

Too many business owners aim to please everyone. That's just not possible, though. It's also bad business. Instead, aim to please your ideal customers! Read More

I think all the self-help books have a fundamental flaw. Most ask people to look in the wrong direction for success. In fact, they may even have us looking in a dangerous direction.

How often have you heard:

“Look deep inside,” “Start with the Man in the Mirror,” “Look to yourself.” Read More

The most effective way to prevent deals from stalling is to schedule an advance on every sales encounter. This is difficult, but it is still much easier than having to reengage the prospect later. Read More

When all elements seem the same, you can be the differentiator. One way to do that is to change the way you sell, quote and respond to common requests. Change the way the game is played, change the results. Read More

It is easy to feel good about letting yourself be taken out the sale. It feels right: The prospect asked for something, and we always try to give the prospect what they asked for. But sometimes it is isn’t right to give the prospect what they ask for. Sometimes it is better to do the right thing and to sell the idea that something else is needed before pricing, proposals, or presentations can be Read More