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What benchmark tracks lost accounts and missed opportunities due to relationship issues? None I know of--yet their impact is an order of magnitude bigger than what benchmarks mark. Read More

“The Importance of Sales Qualification in the Sales Process” argues that companies can benefit from using qualification profiles as a means for sales managers to not only understand and document sales processes but to provide leadership and uniformity in providing standards to measure performance Read More

David Batup raised an interesting question on the Sales Best Practices group in LinkedIn. He posed the question: As a sales manager, what would your top 3 activities be?" I couldn't limit myself to 3, but my response is below: "Nice question: Strategically: 1. Make certain you have a strong sales process in place, everyone understands why i Read More

I get complaints from both sales people and managers on the topic of coaching. Sales people don't feel they are getting the coaching they need---their managers don't have time. Managers, don't feel they are providing the coaching they should---they don't have time (and they don't know how to--but that's another post). Read More

With the economy the way it is, we have a choice sit and cry, or step up and gain. Here is input from three different experts in sales. Read More

If you thought about giving up on your business or sales goals for 2009 - you have to read this article! Read More

I invented a new word to describe people who look very busy, but don't accomplish very much. Are you a "hamster?" Read More

Eden is rated Number 4 in the paid for Visitor Attractions in the UK. To date more than 4 million people have walked through its gateway. It is most proud that it is changing people's perception of the potential for the application of science and indeed, the public language of science as well as living up to its mission to play a massive part in Read More

Learn from the movies: a powerful backstory can give real credibility to your value proposition. Read More

How a cable company is using something very similar to Reagan's 1984 "Morning in America" campaign in their current commercials. Read More