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Having success with sales teams is less about coaching or managing, and more about leading. Leading from the front ensures that it is about executing the process, not dealing with the individuals. Read More

If you are going to get results inside your own organization, you are going to have to sell inside and the courage to stand and fight. Read More

It is sometimes difficult to release an underperforming salesperson. Their poor performance in sales becomes your poor performance as a sales manager. Read More

A salesperson with an effective process and who knows what his company and her dream client expect can compress her sales cycle time considerably. Read More

Great performers in sales are always seeking an edge, and they are eminently coachable.
Here is what you need to know to be coachable. Read More

If you aren’t willing to do what is right, even at the high cost of your deal, if you’re not willing “to run the risk of defeat,” then you don’t deserve to win. Read More

“A committee can make a decision that is dumber than any of its members.” David Coblitz

Stand up for your opinion! Read More

The idea as to how to influence others in sales is seductive. The idea that you can make another person do what you want them to do, or more likely, need to them to do, is a powerful idea. The tips, tricks, secrets, shortcuts, and gimmicks that the snake-oil charlatans sell as influence is not what Read More

Great sales forces are built on great hiring. Salespeople need more than technical expertise an employment history that says they were a sales rep. Read More

There is always someone who has something that you don’t have and that you are going to be forced to compete against. It’s your pet impossibility. Read More