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The choice as to which prospective clients we pursue is a decision too important to be left to the sales force. The sales leader must make their choice, they must make certain their choice is known and understood, and they must enforce their choice. Strategy is, among other things, choosing what no Read More

A leader's job is maximizing the performance of their teams. We do this through training, tools, processes, coaching and other means---all focused on improving the performance of each person on the team. One of the critical elements of performance management is starting with the right people in t Read More

Not long ago, I was asked by some investors to assess the business plan of a start-up company. I jumped at the opportunity, I love working with entrepreneurs and launching new products and companies. The team I met with was filled with passion and excitement, they saw no barriers, everthing was opp Read More

Many of you know I'm very enthusiastic about Twitter. I believe it has potential to be a very powerful tool for business professionals. Right now, we are just Read More

I'm frustrated and a little impatient. As a profession, we seem to be doing the same thing over and over, making little progress. Sometimes, I feel like I'm Read More

I love being in sales, I love talking to great sales professional. I think a large part of it is that success in sales requires you to really think.Many people Read More

The right response is that, in reality, they must do both---they must focus on where the organization needs to be and they must also address today's problems. Easier said than done. Too often the day to day crises and sheer momentum causes us to focus our time on solving today's problems and fighti Read More

The issue is in today's Sales 2.0 world, who owns the customer? By this, I mean, who has ultimate responsibility for managing the customer relationship, growing and supporting it. Read More

Effective sales leadership requires that the leader set the agenda and then keep the sales organization tacking towards those goals. Read More

You know this story, I'm sitting at my desk, the phone rings, I answer, and an enthusiastic voice: Good morning Dave!, I'm Roger from XXX..... The pitch Read More