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Too often, our focus in the New Year is internal, we actually waste an opportunity. It's New Year for our customers, let's understand what it means for them, let's align our strategies to help them achieve their goals, let's sit down and help them develop a road map to do this-making sure we are a Read More

Yet, it's really only a New Year from the point of view of the calendar. We each come into the New Year with a lot of baggage. Read More

Want to be more customer focused? Then put a face to your customers. Rather than talking about corporations and entities, talk about people. Read More

I've been writing this series of posts on metrics, and how sales people and managers leverage metrics to help maximize our performance for a number of months. I've never written about Quota measurements--the grand-daddy of all sales measurements. Read More

But what our customers want to talk about is what they want to talk about, what's important to them, what they are trying to achieve, their problems and opportunities, what's going on with their customers, in their markets and industries. Read More

We struggle with ideas about how to help improve our customers businesses, how to help them achieve things they had never imagined. We struggle with what's that killer idea? Read More

The only way we can get sales to have meaningful conversations with their customers is to talk about what they care about---their businesses. Telling them about all our great products doesn't excite them, it doesn't help them achieve what they need or want to achieve. Read More

It's important to realize that we sold a solution to the customer's problem---so the sale isn't over until the customer has solved their problem! Read More

However, before we challenge our customers, we have to earn the right to challenge them. We have to first challenge ourselves--to assure we are capable of engaging in a meaningful conversation. Read More

Insight Base Selling is important to creating value for our customers. But let's not make that process more complicated than it need be. Insight doesn't have to be earth shaking, it just has to make a difference to a person--our customer. It has to help them achieve something they had not believed Read More