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I had this brilliant idea for a post on sales leadership and organizational transformation. When we sell to our customers, we give them insight about how to improve there businesses, we help them identify new opportunities to grow, to improve the efficiency and effectiveness of their operations. We Read More

Sales people love to talk. Sales people love to talk about selling. Get a few sales people together, they exchange war stories, whine, talk about successes, share ideas. Sales people will talk about their customers, they’ll talk about their territories, they will talk about what they want to do. Read More

In reality, research, preparation or leveraging a process enables you to get out of your own way. Preparation enables you to be truly present and participate in the meeting or call, or to be responsive to twists and turns in the sales process. Read More

When I first started selling, I learned a lesson that has stuck with me -- and shaped everything I do since then. I learned to believe, It's my God-given right to 100% share of customer and 100% share of territory! I also learned it was my responsibility to figure out how to achieve this. Read More

At any point in any kind of new initiative, you've done all the planning, strategizing, training, and preparation you can.  You've sought advice and insight Read More

I read an outstanding, but frightening post entitle The Future Of Marketing Is Extreme!  Eric Wittlake outlines:  We are inundated by marketing today. In a Read More

Value co-creation moves from teaching the customer to learning from each other. It causes us to leverage our individual and shared experiences together, creating something that we could not have produced separately or in the traditional ways I've spoken of earlier in the post. Read More

Would you trust your lawyer if she took everything at face value?  I hope not.  Lawyers don't take anything at face value, they are skeptical of our positions Read More

I'm very goal directed. However, without the awareness the metrics provide, I can only be well intended. Making my goals will be a bit of a hit or miss effort. I would certainly try hard, but absent the metrics and the awareness they create, I couldn't make the decisions and take the actions critic Read More

Ideas, plans, and strategies only translate into value for our customers and us in execution. It's putting them into action, learning, adjusting, tuning, and producing results that drive the value of our ideas, plans, and strategies. Read More