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The sales organization is responsible for executing the company strategy with customers! No if, or's, or but's! But too often, I see sales people and managers failing to do this. They focus on the same old things---the same customers, the same segments, the same products. It's natural human behavio Read More

Teaching and learning is a journey, not an event. A single class, lecture, or homework assignment is insufficient to achieving the outcomes teachers desire. Effective teaching is a journey-- a series of things that happen in a relatively structured manner (sounds a lot like a process) to achieve ou Read More

Recently I was at one of those giant events, you know, where sales leaders come together to talk about the challenges they face in growing their business. At dinner one evening, I was talking to a three executives, comparing notes on a new tool each was considering buying and implementing... Read More

Like most of us, I’ve come to rely on—and use as an excuse—constant on-line accessibility.  Email, Twitter, blogs, instantaneous web access.  Imagine my Read More

Surveys are and should be a powerful way of getting feedback.  Properly used, they can provide great insight on where you are doing well and where you can Read More

The underlying principles are similar--creating compelling value to a customer in need resulting in them buying from you. But there are all sorts of ways to achieve that goal. Broadening your perspectives, adding more to our tool kits, taking something from one sector and tweaking it so it works fo Read More

In sales, we have a lot of False Positives as well. We interpret things in one way, but in reality they may be quite the opposite. False Positives cause us to take courses of action that may be completely wrong. False Positives cause us to diagnose the customer situation completely incorrectly, we Read More

What impressions are you creating? Are they building your reputation or are they hurting you? You control the impressions you create, make sure you are creating those you want. Read More

Prepare yourself for a rant, it's been one of those mornings! As a preface, I'm proud of being a sales professional. I aspire to create value for my customers in every exchange. I strive to learn and improve, despite the years of experience and greying hair. Read More

But if we want to maximize sales performance across our organizations, it's critical that we have a model that identifies critical competencies for the sales organization. Without this, we have no framework for performance management, coaching, development or continuous improvement. Read More