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First, I have to credit my friend Jack Malcolm as the inspiration for this week's article.  He's writing a parallel series of articles.  Recently, he wrote Read More

We know we have to understand those needs and present our solutions in the context of what they value. Procurement professionals are no different. It's our jobs to understand what their needs are, what they value, how we can help them achieve their goals and produce results. Selling to them is no d Read More

Radical simplification in how we work with our customers, both during and after their buying process becomes a valued differentiator. Managing or removing complexity through their entire customer experience becomes the most valued aspect of our solution. Read More

High performers leverage technology to help accelerate and amplify what they are trying to achieve. They respect and use technology, but see it as support, not a substitute to being thoughtful. Read More

Managers play a critical role in the lean sales and marketing organization.  It's different from we think in the traditional organization. In the traditional Read More

I was having coffee with a close friend, @francineallaire, this morning.  She's an outstanding sales professional.  As we often do, our conversation drifted Read More

For those of you with a background in Lean, TAKT Time is a familiar concept for manufacturing, but what’s the application to sales and marketing?

TAKT actually comes from the German word, Taktzeit, which refers to the cycle time, beat or rhythm. It’s a powerful concept for Lean manufacturing. Read More

Start a rigorous cross training program--it will allow you to reach even higher levels of sales performance. Read More

At this moment, I’m sitting in the United Club in Concourse C at Chicago O’Hare.  I should be sitting in an airplane climbing to 35,000 feet.  Instead, I Read More

I'm constantly amazed by the misrepresentations, lies, and trickery sales people use to reach a customer--either to get a customer to answer the phone or to Read More