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Consulting doesn’t mean either being impartial or not selling. And here, finally, is the crux of my argument . . . Read More

A client called me today with an inspired idea. He posed the question, “What do you think about a strategy where we created a small amount of friction within our sales organization?” My curiosity was really piqued by this notion. Read More

A friend called the other day. He's a senior executive in the financial side of his company. He was clearly frustrated, saying, Dave, I need your help! The people in this organization and many of the internal functions are killing us. They can't stand the customers! They think everything would be g Read More

Day of Week: When possible, end your auction on Sunday. Saturday is your second choice, but it isn't nearly as good as Sunday. Time of Day: Aim at ending your eBay auction at 9 pm (+/- 1 hour) Central Time. Second option: the following 3 hours. More in the post... Read More

Want to see a way to sell your products and services easier? Try going into companies that don't get called on all that much. There are some great opportunities to be had. Read More

We've all come across the smarmy sales person who leaves us with the strong desire to take a shower after only shaking our hand and we can usually spot them from a distance too. Read More

For B2B professional services transactions, there are numerous factors that are considered in the decision making process. Thus, by creating tools that will assist prospects throughout the selection process, you can position yourself as the proven expert and define the process in such a way that an Read More

RFPs don’t work well for the company making the purchase or the sales organization. Yet we both continue along as if everything is fine. It isn’t; it’s broken. Read More

Last week’s Office Hours was on the subject of leadership (you can listen to that webinar here). When we scheduled this webinar, I honestly expected the focus of the conversation to revolve around the responsibilities of the sales leader, like getting salespeople to follow the sales process and sim Read More