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Since it is the New Year, both organizationally and individually, we have new plans, strategies and goals. They may be expressed in terms of quotas, revenue, profit goals. They may be new initiatives or new programs. In some organizations, the process for establishing these actually started back in Read More

Price is just a number, the thing that gives it meaning is what the number is relative to, value or a lower number. As a seller it is our job to make it relative to the value and impact a buyer will get by meeting your number. Read More

When do you allow a salesperson to call on a target account that by your judgment appears to be one that should be disqualified? Read More

Those of you who know me know that I am a fanatic road bike rider.  Naturally, I rode bikes a lot as a kid, and rode at college because it was the easiest way Read More

You really can't make this stuff up, you gotta live it.  When I heard this, I just had to ask, "Did you just say...?" Read More

Many people for many years have written about and focused on the notion of continuous improvement.  Personally, I think it’s necessary to think in terms of methodical, relentless, continuous improvement.  The extra adjectives add important perspective. Read More

The word “process” makes the sales process sound more confining than it is. It’s a collection of best practices that reverse engineer what works. Read More

Sales managers have to balance a number of, potentially contradictory, issues in leading their organizations and maximizing productivity and results. Combine that with the fact that the organization must continue to move forward producing results. In business and sales, there are no time outs. No c Read More

“The shortest distance between two points is under construction.” – - Noelie Altito

OK, so I’m not really that cynical, but… Read More