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There is a difference between goals and disciplines. As obvious as that statement may sound, many people—salespeople included—mistake these two ideas. Read More

About fifteen years ago, I ran across a paper written by Arie De Geuss, then chief of corporate planning for Royal Dutch Shell. In it, he made one of those pithy observations that really capture the essence of sustained excellent performance. Insightful as he was at the time, it’s just not enough a Read More

Part of what separates great sales people from the pack is their ability to be regimented in their actions across the cycle, not just in those activities they like. While this may present itself differently based on the person and what they sell, at the core are always discipline and accountabilit Read More

The best of the sales managers and executives I’ve had the pleasure to work with tend to demand very few things. They expect a lot in terms of results, but are generally reluctant to lay out a long list of specific requirements. The single most common demand of the top-notch sales leader? A monthl Read More

Great salespeople exhibit great sales behaviors. This is true no mater where you go in the world, including the remote Tibetan mountain passes. What can you learn from the saleswomen of the Tibetan mountain passes? Read More

Tired of getting limited results from your cold calling efforts? Here's a list of five things you can do to get better! Read More

Winning your big deal dream clients is a journey. The end game can often be the most difficult part of the journey. But if you would win, you have to make the journey. Read More

More Mojo. We all want it. No matter how much of it you have, you want more. And the kicker is that you really need it. You need more mojo. You do. If you just lost that big deal yesterday then that’s all you’re thinking about today. And if... Read More

There are some common characteristics that separate great sales people from the crowd. PRIDE is one and an acronym for specific attributes these sales people possess, over the next couple of weeks we will highlight all five, starting with Proactive today. Why is it that some sales people never move past being reactive, and take advantage of all the opportunities in being truly proactive Read More

“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