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As consultative, solutions, customer-focused sales professionals, we know that we are supposed to probe our customer's needs, problems and challenges.  Doing Read More

I was struck by a letter from Steve Ballmer yesterday.  It was entitled, the New Efficiency.  I agree with many of the thoughts he expresses, particularly Read More

I read a post from Miller Heiman on How Do You Know If You Are Wasting Time With Propects.  It's a good article encouraging focus on your sweet spot.  You Read More

I created a controversy in my blog the other day by suggesting we Put Marketing On Commission! There were a lot of different things that arose in the various discussions the post provoked. One thing that struck me is how little people understand the construction of commission systems Read More

Let me confess, I'm a contol freak. It bothers me to think that being in control is an illusion. As sales people, business professionals, managers and leaders, we are always trying to control something. As sales people, we try to control the sales process---yet it's the customer that is in control Read More

As sales managers move into new roles or plan their year, there is a lot of pressure to set stretch goals. Reaching these goals requires resources. Read More

Performance management is a hot issue. Sales leaders and business managers constantly strive to get the highest levels of performance from their people and teams. We coach, provide tools and systems, create processes, measure and reward. All of these are important, but I think we tend to overlook a Read More

Why would you even pose that question Dave? Of course our sales strategy is aligned with our marketing strategy!" Then immediately following this statement, we start talking about the "silo's." Or we talk about lead quality, or it's something else. All the signs that sales and marketing may be Read More

I wonder why we never talk much about change and change management--except when it is happening to us.  When it happens to us, we usually are very Read More

Having a vision of where you are taking the sales organization is a part of leading. But getting there means using both your abilities and your position to overcome the obstacles to making your journey. Read More