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Too often, it seems that sales people's questioning strategies are not really oriented about discovering the customer's needs, priorities, and requirements. Instead, they seem oriented to getting the customer to say a specific thing or respond in a specific manner. Once the sales person hears the d Read More

I hear from sales people all over, My manager won't let go!  She's micro managing me!  As I listened to these complaints, as I started to watch and see Read More

A little over a week ago, I wrote Sales Management, It’s About Inspecting The Process, Not Transactions.  In talking to many people who contacted me about Read More

I've been reading a lot of opinions about sales people blogging--many favoring this. Frankly, I think this is dead wrong, from a business point of view, I'm not certain that sales people blogging is an efficient or effective use of their time. Don't get me wrong, I think all sales professionals sho Read More

A colleague was recently sharing research on how people learn.  The data was very interesting and, perhaps, explains why we don't get the results we expect Read More

Twitter is an important element of our social media and overall marketing strategy.  I try to find outstanding content to point my followers to and am proud of Read More

When I speak to sales people, this is the second biggest complaint I hear.  Sales people have trouble getting meetings.  This isn't just with prospects, but Read More

I was read a great post written by my friend Charles H. Green, Why Client Focus Can't Be About Profits. It's outstanding, be sure to read it. Regular readers Read More

Since it is the New Year, both organizationally and individually, we have new plans, strategies and goals. They may be expressed in terms of quotas, revenue, profit goals. They may be new initiatives or new programs. In some organizations, the process for establishing these actually started back in Read More

Those of you who know me know that I am a fanatic road bike rider.  Naturally, I rode bikes a lot as a kid, and rode at college because it was the easiest way Read More