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Last night I participated in a fascinating discussion on engaging sales people.  The conversation was one of our bimonthly Sales Smack's.  If you are Read More

Imagine this, a company has spent money trying to attract my interest in their online backup/synchronization service, they've sent appropriate emails, provided good marketing information. I spent some time on the phone with a sales person, making sure I understood what I was buying. She handled all Read More

Recently, I've been engaged in a number of discussions about how tough a job sales is.  The issues usually involve:  We have the highest risk job in the Read More

The web provides endless amusement in understanding new approaches to selling.  I recently found the following post in a sales training discussion blog I Read More

In today's complex B2B sales environment, few sales people can afford to go it alone. Not only do sales people have to manage the customer side of the opportunity, they have to orchestrate the internal side of the opportunity. Read More

Do great sales people make great sales managers?  This is a debate that never seems to end, I've written about it before, over the past few weeks, I don't Read More

I seems every time I write a post about the sales process, I get comments that it is not reasonable to force sales people to use the sales process.  They Read More

All too often, we hear nightmares about customer service and how abysmal it is.  No one listens, no one cares, they just want to take our money and screw the Read More

Last week, I wrote about inspirational customer service.  This weekend, the pendulum swung to the other extreme.  I went out looking for new cars.  No blog Read More

The Sales Process is the cornerstone to sales excellence-for both individuals and organizations.  Recently, I reread Miller Heiman's 2010 Best Sales Read More