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Threats are sometimes spoken, and sometimes they are implied. And sometimes you believe promises that can’t be kept. Both can hold you hostage. Read More

I created a controversy in my blog the other day by suggesting we Put Marketing On Commission! There were a lot of different things that arose in the various discussions the post provoked. One thing that struck me is how little people understand the construction of commission systems Read More

Let me confess, I'm a contol freak. It bothers me to think that being in control is an illusion. As sales people, business professionals, managers and leaders, we are always trying to control something. As sales people, we try to control the sales process---yet it's the customer that is in control Read More

When dealing with a company as a supplier, it is important to have more than one contact. It is possible to end up being the victim of an empire builder and have no insights into the remainder of the business. This can lead to a tarnished reputation or unseen sales opportunities. Read More

If you are a new B2B salesperson, these 9 essential books will help you to build a foundation upon which to build a successful career in business-to-business sales. Read More

As sales managers move into new roles or plan their year, there is a lot of pressure to set stretch goals. Reaching these goals requires resources. Read More

Performance management is a hot issue. Sales leaders and business managers constantly strive to get the highest levels of performance from their people and teams. We coach, provide tools and systems, create processes, measure and reward. All of these are important, but I think we tend to overlook a Read More

Do you have a list of hard hitting questions that you can ask your clients or prospects? Spend some time figuring out questions that will make your clients. Read More

Readers of this blog have seen a lot about the indispensable value of metrics. First, ya’ gotta’ have a defined process. Then ya’ gotta’ measure it. That’s the only way to know if improvement has occurred or not, and at what rate. It’s the only way you can prove your dedication to continuous im Read More

Sales is a creative process that requires the sales professional to master the "science" in order to excel at the "art". You can only go so far by focusing strictly on the "art", true professionals continue to focus and improve the fundamentals, which then allows them to evolve the whole process a Read More