Let’s be honest, there is a huge limitation with traditional CRM systems where the type of data and how it is displayed is often predetermined by the system or by an all powerful administrator. This often leaves users frustrated and not seeing the value of the system because it seems like you are working for ... Read Post

As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and pipeline. Looking at your pipeline and associated forecast, you may be initially comforted to see that you have a sufficient quantity of opportunities and appropriate deal sizes in there ... Read Post

Ask for Advocacy: Why Sales Referrals are Important Sales referrals are one of the best ways to get new outbound leads and potential clients. The lead comes from someone that you already know rapport with. Some of this rapport and trust is transferred to the new relationship, allowing you to close the deal faster. However, ... Read Post

We all know that changes in life are inevitable. But change is not always perfect, and sometimes there are important things lost when we make a change. I’d like to tell you about something we did lose as a result of a change, and lessons we can all learn from it when you read… “If ... Read Post

Communication has a very interesting history. When laid out in four separate dimensions, as I will do here, it can be seen how radically mobile communications has affected our civilization. First Dimension: Ancient Trade If we go back to the beginning of mankind’s history, people were nomads. Then some stopped moving about and put down ... Read Post

It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing. 1. Is this prospect the right kind of prospect? Perhaps you were too broad ... Read Post

There is still far too much “guess” in work today and when it comes to sales, guesswork can take on very creative and almost artful forms. You might argue that in the era of big data, guesswork should be a thing of the past but here’s the thing; big data has gotten pretty conflated with ... Read Post

Much has been written on how organizations can engage their employees more successfully and create a competitive advantage. The advice offered tends to be of a programming nature: company-wide initiatives promulgated from above that all functions “down below” are expected to participate in. My 33+ years of leadership experience suggests a different way of looking ... Read Post