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Last week I announced that I made the leap to return to full-time sales coaching/consulting. I’ve been overwhelmed by the positive response and am incredibly appreciative of all the good wishes and support. So, THANK YOU! In the post I Read More

The new year brings new opportunities and possibilities. It also bring a new feature to The Pipeline, a weekly guest post by a leading sales or revenue related expert. To start things off we have a very special view on the state of sales in 2011 from Mr. Dave Stein, CEO and Founder, ES Research Read More

To avoid the Procrustean bed, you have to work on the variable that has the greatest impact on sales results and the greatest impact on productivity; that variable is the win rate. Read More

Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

* Unquestionably true
* Have been taught to me by mentors, customers and various & sundry successful, experienced executives
* Have been beaten into me by the relentless for Read More

1776: British Forces went to war to defend their Empire. Clad, they were in bright redcoats which screamed "HIT ME" as they stood in the open.

Business in the 21st century is COMBAT. And modern-times demand modern methods. Failure to adapt can man a bloody outcome! Read More

There is a gap between where you are and where you want to be. Closing that gap means change, and only you can close that gap. Read More

Achieving success is really a very simple thing. It’s a three piece puzzle:

1) You need to be smarter than the competition.
2) You need to work absurdly hard for a really long time.
3) You need some dumb luck. Read More

Having a process that everyone adheres to and executes is what make professionals champions, be they in sports or sales. Having structure and metrics to drive success actually makes execution simpler. Read More

Spending the time thinking about the language, writing it down, and rehearsing it will build your confidence and your competence as a salesperson. Read More

Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

1) Unquestionably true
2) Have been taught to me by mentors, customers and various & sundry successful, experienced executives
3) Have been beaten into me by the relentless force of Read More