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What did you sell that for really focuses on what the customer is trying to achieve, the problem they are trying to solve, the result they are trying to produce. Thinking back to the old story--customers don't want to buy drills, they have a need to create a hole in a wall and the drill provides th Read More

The best competitive strategy is forcing the competition to respond to you. Put them into that position! (Too many in sales seem to want to be in that position rather than provide leadership). Focus on the customer, force the competitor to respond the rule. Work with the customer and help them defi Read More

As sales professionals, we're supposed to be great at building relationships with our customers.  Relationships are important, they are the foundation to doing Read More

My friend, Anthony Iannarino, wrote a great post, The Key To Time Management, Stop Wasting It.  It struck a chord, and I wanted to add a few thoughts.  What Read More

Many of you might be surprised, but I was actually trained as a physicist.  One of the first things we learn in physics --- even in high school are Newton's Read More

About a week ago, I participated in a conversation with a group of frustrated sales executives.  Each was facing tremendous challenges in their businesses, Read More

One of the nice things about sales people is we have tremendous passion about whatever it is we sell. We believe in our products, we cannot imagine anyone not being as enthusiastic as we are–or selecting an alternative solution. It’s impossible to imagine a sales person being successful without Read More

However, we are not alone in our responsibility and accountability to perform at the highest levels possible. Our direct managers are responsible and accountable for our performance, and leadership all the way up the food chain is accountable for assuring the performance of each individual, team, a Read More

I know you think I make these stories up, they are so preposterous, they can only be fiction! Well, I wish I were that creative (I’d start writing a novel), but I’m simply not smart enough to make this stuff up. Read More

Art Petty wrote a great post, 4 Reasons Why Questions Are A Leader’s Best Friend. It inspired this post–it’s been something I’ve spoken about often, but never written about.

Much has been written about questioning and it’s importance, particularly in the discovery phase of the sales process. Read More