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Of course the news has rocketed around the world about the unprecedented disaster that Hurricane Harvey has wreaked upon southeastern Texas. It has displaced thousands of people and damaged hundreds of thousands of homes. It has left downtown Houston literally under water. 6 million people are affected, with half a million affected severely. Damage is ...

This might have happened to you or someone you know: great care is expended to hire a salesperson for the purpose of landing new clients. Anticipating great success, management even developed a plan for spending the surplus revenue generated by the new customers the salesperson will bring in! But then…the results aren’t what management expected ...

Any sales quota can be achieved, but it requires deep discipline and diligence. Consistent sales performance can never be achieved by winging it or putting in minimal effort. If you avoid making these 6 common mistakes, you will make your quota this year and every year. 1. Not having a specific quota plan that is ...

In complex sales, do you plan for all 12 rounds or one big knockout punch?

Step back to get a better view of your partner relationships. More effective: Appoint an advisory board to help you gain better sales insight. Our research shows that accountability — or, more accurately, the lack of accountability — is among the top challenges that partner-company executives face. We’ve also found that many partners are too ...

The elements–water, fire, earth and air–are reflected everywhere, for example in landscaping, architecture, martial arts and in many different philosophies. In my new blog series, we’re looking at how they are reflected in sales. In this edition we continue with another view on water. In the last blog in this series we talked about how, ...

There is a double standard when salespeople are taught how they are supposed to sell to clients versus how sales training is actually received. It’s no wonder that the sales training results are frequently disappointing at best. We are all familiar with the comment, “one size does not fit all.” Yet, when it comes to ...

Last week, I left yet another meeting in which the executive wanted to schedule a training class as a solution to a development problem. This short sightedness occurs so frequently that it really frustrates me, and I know I’m not alone. Training has been an important part of my business throughout the years, so I’m ...