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When all is said and done, the winner in sales is the one that executes. Not only those who execute well, but even more so those who execute consistently. Read More

The advent of summer meant baseball, beach, and crew-cuts. We sat inline in green leather chairs at the barbershop waiting for a promise that outweighed our disdain for the production head shave. The insult was followed by the injury of a burning slap on the neck with the green tinted alcohol combs 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

Self-serve is not new, nor are the efficiencies technology brings, that's great for buying, but when something needs to be sold, you need a sales professional, to make up for the inefficiencies of buying. Let's not blur the lines between selling, fulfillment, transactions interactions, and the rol Read More

Given the ‘big storm clouds’ that appear to be forming over the global economy, I think there a real risk we’re all going to get ‘really soaked. Here are some suggestions about how best to react... Read More

If your competitor is worth paying more for and making money that makes you insanely jealous, figure out what you need to do to be worth paying more to obtain. Read More

Tangible value is a gift that give on giving throughout the life of the product, why not get full benefit from it as a seller. Make sure buyers understand and calculate full value when evaluating your offering, their investment and returns. Read More

As the great game of sales continues to change, you are going to have to be as prepared to not present as you are prepared to use your slide deck. Read More

Many of the most important investments a leader can make are not financial in nature. These investments are among the most expensive investments a leader can make. Read More

Outcomes are governed by natural laws, and no matter how much sales leaders wish it to be otherwise, the investment in sales comes first, the results come second. Read More