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What if we came up with metrics that were closely aligned with sales--perhaps shared with sales and put every marketing person on commission? Would that drive greater cooperation? Would it elinate the silo's? Market and sales are both accountable for generating revenue and growing the company. Alig Read More

Anyone who has served as a sales manager knows how easy it is to get off track and find yourself reacting to circumstances and demands instead of proactively leading. The truth is that it’s impossible for the sales leader to help his people remain focused if he isn’t crystal clear about his own pri Read More

Preparation is key to progressing a sale with a client. Here are some steps that you can take to increase your sales success and close more sales. Read More

Simplicity is the ultimate sophistication. - - Leonardo da Vinci Next time you're looking for a cooler way to say Keep It Simple Stupid! Read More

No matter how you sources your leads, there does come a moment where you need to convert your call from an interruption to a conversation. How you do that is at time more crucial than where the opportunity originated. Read More

Then there are the "futurists," predicting how technology is going to change the world of selling, virtually destroying the sales profession while creating untold opportunities for companies to increase sales and profits. These are the same futurists who upon the invention of the telephone predicte Read More

So, you want to sell? If you are going to pursue a career in sales, here are a few ideas you should consider as you begin to search for your first sales job. Read More

My daughter got me connected with Kiva a year or two ago. I continue to participate because I think their concept of how charitable donations should work is outstanding. It’s not a handout, it’s a loan; a micro-loan of $1,000 or so backed by individuals like me in $25 chunks. We make the loan ex Read More

Over the past few months, I have had the opportunity to talk and write a lot about value propositions.  I've seen a lot of approaches and thought it would be Read More