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A little over a week ago, I wrote Sales Management, It’s About Inspecting The Process, Not Transactions.  In talking to many people who contacted me about Read More

The question as to what makes you different is either the easiest question in the world to answer, or it is the most difficult question to answer. Read More

I've been reading a lot of opinions about sales people blogging--many favoring this. Frankly, I think this is dead wrong, from a business point of view, I'm not certain that sales people blogging is an efficient or effective use of their time. Don't get me wrong, I think all sales professionals sho Read More

“Don't tell me how hard you work. Tell me how much you get done.  - -  James Ling

Sure it's a hard-nosed attitude, but is there any other way? Read More

As with any profession, understanding which activities have a positive impact on outcomes, and which are negative is important to track and know. The goal is to eliminate the negative ones which increasing and improving the positive activities. Read More

Your place in the value chain is in helping your dream clients to produce results for their dream clients. You are their competitive advantage. Read More

Create big and meaningful value. Don’t dabble around the edges. It’s not good for you, and it isn’t what your dream clients need from you. Read More

Twitter is an important element of our social media and overall marketing strategy.  I try to find outstanding content to point my followers to and am proud of Read More

Value-creating, high business acumen salespeople that help their clients generate business results are going to be around for a long time to come. Read More