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Have you ever thought that you would prefer to hear the “f” word (profanity) over another that we and our kids use multiple times per day? I didn’t and that’s where I’m at. “Failure” is a word I despise. Our society is conditioned to loosely throw this word around and it officially starts at an ...

Without a doubt, sales continue to be an important driver of revenue for organizations of all industries. Countless books and inspirational speakers cover the ever-increasing interest in the world of sales, and across all markets and interests, experts agree that results are the most important facet of any job. In sales, results are not only ...

Frequently I am asked by management teams to attend their sales meetings, to give feedback, and to participate in how my customers are developing their revenue engines. These meetings are often designed around team building events on a beach or at a resort with a golf course. Sometimes they are dialed down meetings, designed to ...

The current level of sales management is failing companies. It is failing customers, and it is failing employees. Here’s a way out.

4 Strategies To Succeed No Matter What I was 27 years old when I got my first job in sales. I was thrilled to finally be given an opportunity to make some “real money.” After years of working in customer service, I had talked my supervisor into giving me a chance to make sales calls ...

“In the dark of the night, every cat’s a leopard.” This old Indian saying provides keen insight into enterprise selling and understanding the sophisticated sales competition who come prepared in the enterprise arena. We must know them and account for them. But what do we see in much of the competitive analysis done today? Competitive ...

When I ask sales leaders about their strategy for growth, more often than not they tell me it is simply to hire experienced salespeople. But really that just means recruiting resources rather than taking a true strategic approach. In addition, sales leaders also tell me that sales coaching of their teams is not consistently needed ...

My company’s clients are usually classified as “small businesses”—although I personally despise that term. It is these very same “small businesses” that actually power the U.S. economy! In fact the last census (2010) showed that small businesses (defined as having less than 500 employees) comprise 99.7 percent of the employer firms in this country. So ...