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Sales managers have to balance a number of, potentially contradictory, issues in leading their organizations and maximizing productivity and results. Combine that with the fact that the organization must continue to move forward producing results. In business and sales, there are no time outs. No c Read More

A couple of weeks ago, I was on a panel with a number of peers. A couple of the panelists suggested the majority of companies they worked with had no sales Read More

It's Friday afternoon, the end of an incredibly busy week, I'm taking a few moments to reflect on some of the most interesting discussions of the week.  With Read More

I saw a comment by Alex Shootman of Eloqua at Focus this morning. He spoke of their performance management system in which they looked at performance across a couple of dimensions, Getting It Done and Doing It Right. I really liked his comment, but wanted to address it in a much broader sense. Read More

The other day, I was having breakfast with a great friend, one of the most talented marketing executives I have encountered.  Unwittingly, we had the same Read More

We all need to Take Part in our personal, professional and career development! No one, no company is going to do that for us. We have to do it ourselves--whether it's participation in workshops, commenting on blogs, reading, or whatever. The best professionals not only Take Part, they Take Charge. Read More

This is one of those blogs where I get on my soap box and rant a little bit.  I got off the phone with a sales person--someone who came highly recommended by a Read More

The New Year is an interesting time. It's time when everything seems to be re-set. We have new goals and objectives. We resolve to change things, to do things differently. Somehow, we all start the New Year with a clean slate, whatever happened last year is in the past, things are new and fresh. Read More

If you follow this blog, you know I like talking to sales people trying to sell me something.  It's always interesting to be on the customer side and to be Read More

I was having coffee with the COO of a large organization a few weeks ago. We were talking about selling and the characteristics of great sales people. He made the statement, “A great salesperson can sell anything.” Read More