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Lawyers always say, "Never ask a question unless you know the answer."  In courts, they don't ask questions to learn or discover, they ask questions to make a Read More

I spend most of my time with extremely experienced sales executives and professionals.  Largely, they have been selling for years, most have been very Read More

I'm so stupid.  I allow myself to get sucked into discussions about CRM systems.  This one has conspiracy theories worth of a Dan Brown novel. Basically the a Read More

Technology has extended wonderful capabilities to make us more efficient.  We have CRM, Marketing Automation, and Emailing systems that enable us to Read More

There was an interesting post, Why Your Reps Are Spending Less Time in Front of Customers, be sure to read it.  They cite an alarming fact:  "the amount of t Read More

So the issue isn't about Leading By Example, but Are We Setting The Right Example? Every manager knows this, it’s Leadership 101, we must Lead By Example. What much of the literature misses, is that we are always Leading By Example, whether we do so consciously or unconsciously Read More

The other day, I was speaking to a sales executive.  We were talking about improving the impact of sales people in engaging customers, finding and pursuing Read More

One of the biggest errors any of us can make is Hearing What We Want To Hear. Most of the time it's totally unconscious, we don't realize what we are doing. Read More

All of us like to fit all sorts of principles and examples into Pareto's Law.  In many cases these are relevant and great examples.  There are dozens of a Read More

I was in the doctor's office for a check up the other day and was fascinated with the "Pain Chart" on his examining room wall.  It was one of those simple Read More