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I can hear the groans already.  Thousands of sales people and some managers are saying, "Here's Dave talking about writing things down."  In workshops, I see e Read More

I was rereading a post from Kevin Eikenberry (Kevin's a favorite of mine) on  The Power Of Habits.  Be sure to read it, it's an important article.  As I re Read More

The funnel/pipeline is a fundamental tool for sales professionals and managers.  It's the tool that helps us understand whether we are on target to meeting our Read More

Sometimes I think managers leaders aren't as impactful as we can be because we get our jobs wrong. We think our jobs are about developing great strategies, Read More

But, we can't maximize organizational performance unless we have a framework upon which we base our decisions. Yet too often, that's what happens with too many organizations. We have nothing in which to ground our decisions, no framework, context or structure to guide us. We move from decision to d Read More

Many of you know that I spent much of my career in IBM, starting as a sales person moving into the management ranks.  Over that period of time, I think either Read More

Anyone familiar with the work of Eric Ries in the Lean Startup or Steve Blank's books know the concept of the Minimum Viable Product.  Their works focus on the Read More

I was asked my opinion on the rapid proliferation of Sales 2.0 tools  by a couple of colleagues.  As I thought about it, I was reminded of the "Remora."  I he Read More

I watch a lot of sales people and managers doing the job.  Often, they seem to be going through the motions. Technically, they may be doing the "right" stuff, Read More

Sometimes we become so task focused, we lose site of the bigger picture and what we could be doing. We're working a deal with a prospect.  They're spending Read More