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Shockingly and sadly, I see the ‘Re-active’ approach all the time. How can this be when your largest customers are providing the lion’s share of revenue for your company? Consider the following consequences of a re-active approach: Leaving money on the table due to lack of strategic account planning that is proven to lead to ...

Momentum is a vitally important part of sales management. What could be slowing your sales team down to a dead crawl?

Examining how the American War of Independence managed to evolve a the very stable, powerful nation--and how this relates to a company.

The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ...

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s who write textbooks often have about the business world. In one textbook ...

Would you like to have more customers, web visitors opting in, and more “Buy Now” button clicks? If so, do like Hollywood–use stories to sell products and services. You don’t have to think long about it for it to make sense. You’ve probably sat through more than one meeting featuring a chart-and-graph PowerPoint presentation…during which ...

“They haven’t called me back.” If you’ve worked around sales much, you know this is probably the most common response to the question “Where are we at with prospect ABC?” This kind of response lands at my feet with a thud, like a bag of rocks, when given to me by a business owner or ...