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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 ...

Why The Days of Live In-Person Training Are Coming To An End In recent years I have noticed something: more and more of my clients do not want live in person training. They want training done remotely. When I first started to facilitate online training way back in 2012, I found it difficult to ensure ...

Does your demo start with any (or all) of the following? PowerPoint slides talking about your company, your customers, the problems you solve or the solutions you provide An agenda outlining what you’re going to demonstrate Logging into the software Clicking through a workflow or process Warning: Your Sales Demo is Upside Down and it’s ...