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So why is it that sports teams can trade stars to shift their team and output, but sales teams can't. Or maybe they should, they often end up with reps from other companies why not do it in a creative and proactive way Read More

It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that Read More

Taking what you know and turning them into questions allows you to fully engage with buyers. Understanding is good, but telling them does not always get results, by asking you can get buyers involved and engaged Read More

The examples used throughout this series of “Selling With Finance” posts show a five year time horizon. Does anyone actually think a financial projection stretching out that far could possibly be accurate? Frankly, even financial professionals find making accurate one-year forecasts to be a challenge. As sales reps, therefore, we need to be careful about implications regarding precision. Read More

Not everything you try in sales will work the first time, nor will it work every time. And not everything that fails should be abandoned. It takes years of studying and learning the rules to know when and how to break them. And that only works sometimes Read More

If the sales process is not for everybody on the sales team, how do you determine who it is for. Is experience a factor, or should it be purely based on numbers? Or is it in fact to be adhered to by all Read More

The best sales results come from having a laser like focus on specific “target” companies. Here are a few tips to help you develop a great list Read More

This is a story about risk, but a bit of background is necessary, so please bear with me through the first paragraph.

Eleven years ago, when The YPS Group was launched, “we” made a strategic decision to focus on serving small to mid size customers, from $5 to $500 million in revenue. “We” also decided to stay small ourselves; to be a boutique consulting business; to not hire any employees and to use contractors sparingly. “We” are still here. (OK, OK, “I” am still here…), proving, at a minimum that the strategy is at least valid Read More

Analyzing your wins and your losses together can build a powerful set of lessons that informs your future actions and behaviors. Take stock of these lessons learned, and make no excuses Read More

“However beautiful the strategy, you should occasionally look at the results.” Winston Churchill

Don’t ever forget how easy it is to get lost in our own brilliance and lose site of the real objective. Read More