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This time around, I asked the team, How will you know you've succeeded this time? We had a number of metrics in place, but we were looking for other indicators that people were buying in. After a bit of a pause, one of the team members said, with a little frustration, We know we've succeeded when w Read More

Co-Creation is becoming an important concept, ultimately, being able to work with our customers, co-creating value will become very important--at least with our leading customers. We can't possibly innovate fast enough to meet our customers needs to innovate and grow. Neither can our competitors. B Read More

The Right Stuff  -- a famous book by Tom Wolfe turned into a decent movie, was all about the very early stages of America's space program. It' a great book to Read More

Globalization can be an important element of your growth strategies, but too often we it incorrectly or at the wrong time. Expanding into global markets isn't just an issue of language, time zones, and distance. There's a lot more to successfully grow in these new markets. This video will give you Read More

I think that's the problem every organization needs to confront. The more we rely on technology to improve our responsiveness, to nurture and provide content, to provoke a sales person to call, to enrich the customer experience, the more we look the same! Read More

Likewise in sales, we maximize our ability to win--and bring great value to our customers by playing our own game. But there are huge numbers of things that threaten to throw us off our game. Sometimes, we get off our game, without even recognizing it until we are well entrenched in defense and res Read More

Commitment, deep emotional commitment, seems to be one of the consistent differences between top performers and everyone else. This quality seems to be more about who we are, not how we do what we do. Read More

Problem owners and solution owners tend to assess value differently. Sales needs to understand this, creating, developing, and delivering value relevant to both audiences. Read More

As professionals, particularly as sales professionals, we are only as good as the commitments we meet.  We're always making commitments--to our customers, our Read More

A sales person’s job is to sell–so why would I recommend professional sales people stop wasting their time selling? The real issue is that too many sales people waste time selling to people who have no need to buy.
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