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Having a shorter sales cycle is good, but not if it risks getting more sales. Shorter does not mean more efficient, so look for efficiencies that drive more results, that does not always equal faster. Read More

Sales is a team sport. You succeed for and with a team, and bringing that team together early and often improves your odds of winning your dream client opportunity. Read More

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

But the final measurement isn’t taken until the end of the game. Why then so much focus on the scoreboard? Instead, you should be focused on playing the game well. Read More

When it is all said and done, the only thing that really matters are the people in your life, your relationships. It’s the “who” that matters most. Read More

Major clients can't be measured at the level of each individual transaction. Instead, the investments made in serving them must be looked at over the longer term. Read More

Social media is connection, engagement, and sharing. It’s winning friends and influencing people. Some people mistakenly believing they need to tear others down. 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

You can't sell if you are not speaking the same language, in today's guest post Allen Peterson, looks at buzzwords and their impact on communications. Read More