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Everyone in sales knows that it's important to know your customer.  Sales people keep all sorts of information, both on individuals and the enterprises.  Read More

I have to admit to being a little bit more than impatient--my wife says I have to be more tolerant.  But there are conversations that just drive me up the Read More

This past weekend, we went to an amusement park.  One of the rides I always enjoy is Bumper Cars.  At this park, the ride was set up differently, there was Read More

Disaster struck this morning, went to the office and the network was down. Technical guy that I am, I went through my diagnostics, called my ISP and started yelling at customer service (It always seems to be their fault). Ooops, turns out my router was the problem, had to go get a new one.
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Many regular readers may be a little surprised about this post.  I've been very vocal about sales being consultative, customer focused, and creating value for Read More

Usually in sales, we aren’t starting conversations–we’re pursuing them or following up. Perhaps, it’s a query from a prospect and we follow up, qualifying them and moving forward. Sometimes we reach out to try to determine if the customer is interested in what we have to sell–too often with bad r Read More

Sales managers spend a lot of time talking about metrics.  They measure everything--some good, some over measured, but some micromanaged.  There's a lot of Read More

Mother’s Day seems appropriate for a very off topic post. Blogging gives me great joy. It’s therapeutic, I get to pontificate about all sorts of things. When I’m on, I get to learn from my readers, whose comments often provide much more insight than my posts.
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A few days ago I wrote a post, Should We Promote Our Best Sales People To Managers? It stirred some interesting debate, but one of the arguments that struck me centered around, “How do we retain our best people?” Moving a sales person into a management role in order to retain them is not necessar Read More

Normally, I refrain from commenting on specific organizations, particularly when they are clients, and I’m going to be critical. But I have to applaud Jack Welch’s comments at the World Business Forum on the way HP’s Board has handled (or not handled) leadership development and succession planning Read More