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Once you begun to pursue your dream client, you cannot afford to disappear. Even when you get another big dream client engaged, you must continue your unrelenting, value-creating pursuit. You cannot disappear for months on end without having to rebuild the credibility and trust you gained by our sincere interest before you disappeared without starting over Read More

Dave Brock started the mudslinging at a useless forecasting metric, then Anthony Iannarino piled on. These two guys are right on the money – again – and I can’t help but throw another log on the fire Read More

As a sales professional you need to nurture and manage leads to ensure profitable and timely conversion. Here are 5 tips from a market leader that will pay dividends if you put them into practice consistently. Read More

Forecasting in sales is tricky business. Using the standard forecasting rule of increasing the odds of winning as a deal progress isn’t accurate and contributes to many missed forecasts. Ask the questions and study the evidence to produce better forecasts . . . and to do something about winning the deals while there is still a chance of doing so Read More

According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven’t sales leaders and CRM vendors figured this out Read More

From the World Cup to Monday morning quarterbacks, I wonder… “What can I take away to help me sell better? Read More

Deals should not be won at the presentation stage. Deals should be won before you ever present your solution. In order to win deals, you cannot collect the prerequisites to a deal late in the sales cycle Read More

It all started last November at a barbecue joint in Birmingham, AL. (Read about our Dreamland experience.) At the time, none of us knew the other two also had the Don Quixote gene, ever-ready to embark on a grand quest. It’s been a fascinating ride so far, and the windmills keep getting interestinger and interestinger Read More

Customer Service. Every consumer looks for it. Every retailer strives to provide it.

But the term is so overused and so under-executed that I have tired of hearing and thinking about it. In my own consumer life, there have been so many missed opportunities by individuals and stores where I have shopped to provide excellent customer service that I'm just about at the point where I want - no, need - to give noogies to every retail salesperson / clerk / customer service representative that I come into contact with. Read More

Selling across different cultures requires a focus on relationships and taking a consultative approach. You can establish and demonstrate your expertise as a consultant by guiding your buyer rather than providing numerous options.
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