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Regardless of the how or the why, ending someone’s employment isn’t easy--even when it is necessary. There are couple big principles that can make it easier for both you as the sales manager and easier for your sales person. Read More

We're all busy. We run from meeting to meeting, we're busy doing research, reports, working on social media.... The list can go on. No one suffers from a lack of activity---the key to sales productivity, though, is are we focusing on the right activities? Ideally, as sales people, we want to spend Read More

Over the past week, I've been writing a lot about Value. We build our organizations around creating and delivering value. Yet, only the customer can define value. What we don't recognize is the value we can create and deliver may not be aligned with value our customers need. Read More

We cannot define value for our customers/markets. In fact, to think we can is the height of arrogance. We cannot impose what we value, or what we think they should value on our customers. Value can only be defined by the customer--and each customer defines value differently. To be successful in sel Read More

As I hung up, I wondered, why would anyone ever plan a call this way? The probability of the same outcome as his call on me is probably 99.99%. But, based on his tone and wording, he was doing what he had been trained to do, and what his script said. Read More

Too often, the concept of a value proposition is focused on an event or static moment. It may be that compelling statement we make to a prospect to get that first meeting. It may be those set of bullets on everyones' web sites--usually headed by: Our Value Proposition--those generic phrases, that e Read More

The reality is, the cost of an open position or a bad hire is much more than the hiring, recruiting, training, and onboarding expenses can result in millions of dollars in lost opportunities.

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The role of the sales professional is changing profoundly, driven by tremendous shifts in the way customers buy. The traditional roles of the sales person are fast changing. Even the role of the sales person as a consultative, solutions oriented, trusted advisor is no longer sufficient to meet the Read More

The Future Selling Institute is dedicated to helping sales managers and sales leaders produce greater results faster. This is no mean feat, and there are a lot of things you have to great right—or at least not get wrong—in order to make the numbers. Read More

In answering a question at Focus.com, my friend and business partner, Anthony Iannarino, made a very important observation: Value creation isn't usually the result of having the best answer, but usually the result of asking the best questions. I couldn't agree more. Read More