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What business are you in? Peter Drucker's famous question is as relevant and important as ever. Think you're immune to devastating, company-killing innovation from some unexpected quarter? Think it's easy to see it coming? Think again... Read More

Customers (and prospects) are funny creatures.

1. They don't care about you
2. They don't care about your products
3. They don't care about your company

Imagine that! These odd beings only seem to be interested in making more money. Read More

“Work with those ready to be worked with.” Pretty simple advice. Pretty sound too. Especially when it comes to selling more faster. Read More

If you’re still one of the doubters of social media's B2B value , watch for the patronizing, polite smiles and nods when you scoff. Maybe it’s you who doesn’t get it. Read More

For the most part there’s a significantly negative impact. When a good leader leaves, of course it hurts. But… the positive impact of a good leader’s inspiration and mentoring lasts for long time; maybe even for an entire career. When a bad leader leaves there’s also a negative impact. Bad breath t Read More

This whole scenario is what I'd label "Highly Memorable Experience." Something a customer exec will not soon forget. Something forever associated with a top-notch, highly valuable sales rep. Read More

During a recent interview on the Sales Thinker Radio Show, our guest made a very intriguing statement:

“Many of my references come from those I did no business with.” Read More

A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, "Talent is an ability that is the result of process and effort."

I think we’re saying the same thing! Actually, I think my old friend just likes to argue. :) What do you think? Read More

If, as a sales pro, you're solving only the easy problems, YOU have a problem. Top execs are working on the toughest of issues. Shouldn't that be your focus as well? Solve the tough problem! Read More

I wish it had been me with such a flash of insight. But it was David Shenk in The Genius In All Of Us. He goes on to say, “Any ability is a process that involves building up skills. And we have to have the resources, right attitude, lots of things have to come together. They often don’t, even if Read More