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These statements reflect the reality of sales and selling in a highly competitive and rapidly changing environment. Read them and decide for yourself. Read More

Well it's all over,save for the party. Tomorrow we start it all over again. Some last glimpses at the year that was with an eye to launching a better year ahead. Read More

What if sales people or organizations, could hedge their forecasts with derivatives?  Would they be willing to risk the money or improve the quality of their forecasts and sales?  Read More

Screw-ups happen. Sometimes it’s our own goof. Sometimes it’s someone else’s goof, but we’re the party responsible. Sometimes we just happen to be in the wrong place at the wrong time. Doesn’t matter. When the customer is upset or simply has unmet expectations, somebody has to step up and hand Read More

Your most dangerous and fiercest competitor has had your dream client locked up tighter than a steel drum for years. Did your competitor make you quit? Read More

Making a good prospecting call is a lot like a good movie trailer. It need to have drama, facts and emotion to make the target want to see you to learn more. Read More

If you want your sales force to make more of the sales process, it begins with your making more of the sales process. Read More

“Really great people make you feel that you, too, can become great.” – Mark Twain

Serve others. Always serve others. That “Golden Rule” stuff is for real! Read More

Happy holidays! Are you feeling like the “Grinch” again? I know that it is very difficult to down size your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? Read More

“Philosophers are people who know less and less about more and more, until they know nothing about everything. Scientists are people who know more and more about less and less, until they know everything about nothing.” — Attributed to Konrad Lorenz Read More