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Manufacturing executives said it didn’t apply to them. (They were dead wrong.) Software development executives said it didn’t apply to them. (They were dead wrong.) Business & technology services executives said it didn’t apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn’t apply to them. And of course they are right. Right Read More

When developing a plan for operating a sales territory or chasing down a specific opportunity, both the Solution Selling and Consultative Selling frameworks have proven their value. I am far from alone in being a huge fan of the underlying concepts and best practices. These approaches and combinations thereof have supported the transformation of legions of “wannabes” into legitimate sales professionals Read More

How you handle disruptive change is informed by who you are and what meaning you attach to change. If you believe that change can means only negative consequences, it will be true for you. If you believe that change means opportunity—even when it is extremely difficult to identify the opportunity, it will bring opportunity for you Read More

Two metrics that you need to capture to understand how to reach your sales goals are your average deal size and your churn rate. These two undervalued metrics do much to determine how you go about reaching your goals, and they cannot be overlooke Read More

Are you sure you understand who you're marketing to? If women are a big part of your target audience, you need to read this... and chances are that women should part of who you target. Find out why Read More