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The market may provide the opportunity for growth, but there are constraints that must be overcome in order to achieve that growth. Read More

I can't imagine being a high performing sales or business professional without leveraging technology. There are many powerful solutions being positioned under some sort of 2.0 label--Sales 2.o, Enterprise 2.0, Web2.0, etc. They provide very powerful solutions to help us discover new things, extend Read More

We all know the profession of sales is going through massive changes. In the past few weeks, I've written about Sales Professional 3.0 and Sales At An Inflection Point. Both articles talk about the changes in professional selling (driven by our customers) and the new requirements for success. I've Read More

We've all seen it, someone drops the ball, something critical isn't done, we get into panic mode to fix the problem and move forward. Afterwards, there's possibly some finger pointing as people try to shift or assign blame. Or, unknowingly, two people independently complete the same task, followi Read More

We understand the importance of trust when it comes to our clients but how we sometimes forget its importance within our own teams. Develop trust with your people. Read More

In many organizations, sales managers also have a personal sales territory. The practice is not limited to small organizations, I've worked with a number of companies in th $500 M range who have some of their sales managers also carry a personal sales territory. In the smallest of organizations, it Read More

A key goal of most businesses (profit and not for profit) is revenue generation. After all, without revenue, the business can't exist. I often talk to entrepreneurs and small business owners about sales--specifically, How do we afford sales people, how can we afford to invest in sales? There's lots Read More

I recently came across a blog post that recommended combining pipeline reviews and opportunity reviews. Even though I understand the tendency to combine these two types of reviews, it isn't really a good idea. Here's why. Read More

I talk to a lot of entrepreneurs and owners of small businesses. A topic that comes up frequently is, How do I afford a sales person? My knee jerk reaction is, How can you afford not to have someone accountable for generating revenue--sales? How canyou afford not to invest in sales Then I read lots Read More

No, I'm not referring to the famous Chuck Norris film, I thinking about a challenge faced by many new managers. Here's what happens, you've been promoted into your first manager's role. You feel like you've been granted access to a special community. Somehow the status of "manager" bestows speci Read More