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Who's the decision-maker and how do we get access to her? Conventional sales wisdom tells us to focus on the top, prowling the halls of the executive suite, trying to develop relationships with the CxO. Finding that decision-maker, persuading him that we have the right solution and getting a favora Read More

The real opportunity for sales and marketing is to change the conversation--the timing, content, and quality of the conversation. Our real opportunity is with customers who don't know what they don't know! Our opportunity is to help customers to think about their businesses and markets differently, Read More

We are finding all the excuses to keep a deal in our funnel and pursue it as a sales opportunity. Rather than qualifying, we need to focus on disqualifying--we need to focus on finding the deals in our sweet spot, eliminating all other deals. Nothing impacts win rates more than vicious disqualifica Read More

A key aspect of the manager's job is performance management. Surprisingly, I seem to run across a fair number managers that don't own this responsibility. They don't do it, or try to delegate it so someone else. Read More

There were a lot of problems with the sales organization. It started with having the wrong people. But I couldn't help this CEO fix these problems. He basically was the root problem--he had hired all the people, he had created the environment in which all these people operated. Read More

Today, I want to take a pause in this series. Over the past couple of months, each Friday, we've looked at different performance metrics. We've focused on establishing numbers and goals for these metrics. It's worth taking some time to reconfirm what we are doing and why. Read More

It's odd to see the resistance to social media and business. Increasingly, that's where our customers are hanging out. Read More

For this week's Performance Management discussion, I'm shifting gears quite a bit.  It's a topic few sales people think about as an aspect of managing their Read More

Wishful thinking and intent can look a lot like the same thing. They are similar in that they focus on a future goal or outcome. Something like, Winning the deal, Making the quota, Beating the competition. Read More

Lessons on life and business.  Take the time to watch, then take a few moments to think what you want to change--are you pursuing your passions, if not, find Read More