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I’m occasionally amused by some of the comments and responses my blog posts provoke. Not long ago, I published a post, The Best Sales Person I Ever Known. Read More

I’m often asked, “Who’s the best sales person you’ve ever known.” Recently, a colleague asked me this once again, he has some idea of compiling a list of these people. Read More

Just when I think I’ve gotten the worst possible cold prospecting call and that nothing else could be worse, some sales person proves me wrong.

Today, I got a call from someone selling “promotional items.”
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I took my car in to be serviced the other day. The dealership has done a fantastic job in designing a great customer experience.

I made my appointment online, it was easy to choose a time that was convenient for me. The day before they sent me a reminder and introduced me to “Dale,” my service Read More

By now, at least if you’ve been reading the literature on selling, we know the importance of Insight, Commercial Teaching/Learning, or whatever you call it. The focus of these are to help the customer realize there are opportunities they may be missing. There are opportunities to grow, to improve Read More

I wrote, Finding The Decisionmaker, discussing the consensus buying process and the increasing number of decisionmakers involved in complex B2B sales ( Average of 5.4 according to CEB.) My good friend, Martin Schmalenbach, always calls BS on me in such interesting ways. Read More

Understanding our customers’ behavioral styles is critical to our effectiveness in connecting with and communicating to them. There are a number of tools that help us understand the behavioral style of our customers (and colleagues). They go by the names of DISC, Meyers Briggs, and others. Read More

There’s a huge difference between what our customers go through to buy and what most sales people do in trying to sell those customers. It’s this difference that causes much of the disconnect between customers and sales people. It’s recognizing this difference and engaging customers in their enti Read More

There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. Some of the laundry list items include: Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. Read More

I wrote “Sales Managers Only Have One Real Goal.” It stimulated a lot of thoughtful conversation. Christian Maurer shared a particularly astute, and troubling observation: Read More