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In kicking off a session with a bunch of sales reps and managers, I always try to start with a group discussion that establishes a common bond. Last week I decided to focus on something a lot of customers say that derails a sales call. The first thing I did was project the following words up on the wall:

You don’t understand. We’re different Read More

There aren’t many feelings as cool as when you get to see one of your own best practices kick in. I had the great good fortune this past Wednesday to watch one of mine take hold and accomplish its intended effect. (I just wish I had actually thought the practice up instead of simply bumbling into it about four years ago… Read More

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

Mr. Customer, the net present value of the investment I’m suggesting is $377,000.

That’s the translation of “Many companies like yours have found tremendous value is this service of ours” into the Universal Language of Business. Just a tad more compelling, wouldn’t you agree 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

Does a 17th century French philosopher, mathematician, physicist, and writer have something to say to 21st century sales reps about “push” and “pull” and their relative effectiveness in getting commitment?

“We never understand a thing so well, and make it our own, as when we have discovered it for ourselves.” — Rene Descarte Read More

Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success 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

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