Before entering the sales profession, I intuitively sold myself as one who would do well being a computer operator for a known aerospace company.  The irony of this is in those days television shows pictured the old-fashioned tape drives as such that I thought those to be the computer.  I knew little while having the ... Read Post

If sales were allowed to set prices, everyone could benefit. Many would argue that empowering sales to set prices is an insane proposition. After all, marketing is responsible for the price of a product and sales are expected to sell it at that price. And if sales had their way they would typically sell at ... Read Post

There is a quiet revolution happening among workers that is largely being overlooked. Read Post

Is your sales process too complicated? How would you know? Do you have too many steps? Too many tools? Too many templates?  The easiest way to know if your sales process is too complicated is to look at how well it is being used. If there is any significant variation between your process and what actually gets implemented then ... Read Post

Striking the Balance Between Behavior and Technology Technology has advanced to the point where humans and technology have a very symbiotic relationship—they increasingly rely on each other. Of course, a large segment of society has become addicted to technology. The most obvious example is smartphones—wherever you go today people are staring at their phones. It’s ... Read Post

The world of tech is quickly changing as market preferences evolve. Each year, a new product comes along and gets everyone’s attention, only to get sidelined by another more advanced offering from a competitor. Indeed, this is how the tech market works. Startups that have just entered the arena are in for a real challenge ... Read Post

Customer experience is where business battles are taking place in 2020. CRM has become a quintessential component of modern businesses because consumers demand full focus and maximum level of personalization. According to the recent Frost & Sullivan study, customer experience is projected to overtake price and product as a key brand differentiator in 2020. This ... Read Post

Defining Leadership Coaching: There are many different definitions of leadership coaching, but at its essence, it’s about taking excellent leaders and helping them hone their skills in order to foster continued success. There are three elements or characteristics of leaders that graduate successfully from leadership coaching. The first element is having courage. It takes a ... Read Post