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I’ve been working through some new ideas on leadership. Everywhere you turn you hear the experts talking about how, “We lack the leadership needed to carry us into the future.”

That’s a problem.

After considering it for the last six months or so, I think I have some of the answers... Read More

Those who have dared to establish their own businesses can feel very like the small boy in this photo! His stance says that he’s confident and able, but the task before him is gargantuan. When we look at the picture – we ask “what on earth does he have to do to win?”.

This challenge is not easy and should not be considered as such. Most business concepts have already been thought of or impleme Read More

Sales has changed radically over the past decades. We are less ignorant about what it takes to succeed and how to create value for our clients. Many of the mistakes we now make are mistakes of ineptitude. We don’t take actions we know are necessary. Read More

It is easy to blame the technology for failure. But the same issues that plagued CRM, could well spoil the party for Sales 2.0. Process and adoption are two areas to consider when it comes to sales related technologies. Read More

Less in not more. But more is not always more either. In sales, we too often believe that simply increasing activity is enough to generate increased sales. More often than not, it requires an increase in effectiveness. The key is treating activity problems and effectiveness problems differently. Read More

At time it is the things that we fail to do as sales people that prevent success, rather than how well we do execute those things we do. Planning is one success factor that many sales people do not do, or don't do enough of when they do. Read More

If you follow me on Twitter you know that I like to tweet social media tips. This is a collection of social media tips under 140 characters that I tweeted out over the past year. Here's the list of over 150 tips: Read More

Sales leaders are always looking for ways to improve results. It begins with getting everyone focused on the right things. Here are 8 tips that will help you improve team productivity. Read More

In 1999, I was the general manager of a business. Y2K was on the top of nearly everybody's thoughts at the time. I stayed up until midnight on New Year's eve of that year, wondering if all hell would break loose at midnight thanks to Y2K. Perhaps you joined me on that journey.

Well, all hell didn't break loose (unless you consider the financial industry's near demise about a year ago which had Read More

What does it take to make it through the dark winter months to get to our spring harvest of sales? A commitment to the sales process and the ability to detach emotionally from specific results. Jerry Kennedy writes his premier post as a full-fledged member of the SalesBloggers. Read More