Quota attainment is often at the forefront of the minds of all sales organization employees. This article gives information and actionable advice to ensure that sales managers help motivate and coach their salespeople efficiently and that salespeople utilize the tools and have the best mindset to ultimately hit or exceed their quota. The Science Behind ... Read Post

In my last article, I wrote about French Marshal Napoleon Bonaparte, who even today can be regarded as a remarkable example of strategic leadership. His methods of preparing for battle, his ability to foresee many possible and unprecedented situations, and his awareness of and attention to detail—all are extremely rare leadership traits indeed. Leadership could ... Read Post

The best sales training is to practice buying, but not necessarily make a purchase each time. Purposefully gathering information to learn more finds most people comfortable with the visit. Observation and experiences are the best teachers. We all need to purchase food, clothing and even a car at some point in our lives. Our tendency ... Read Post

American retail tends to attract a lot of flak on an international level. Perceived as excessive or wasteful, it is seemingly often expected to be very apologetic about its existence and success — because make no mistake, it is very successful. And while the retail industry as a whole is going through some major changes ... Read Post

In the last article in this series, Nikolaus Kimla covered the history of integration between applications, and the serious programming and IT effort it has required. Now, in a major technological evolution, all that is changing. Because technology is moving forward at such a frantic pace, and because there are so many people working within ... Read Post

Ever hear of Nir Eyal? (Most people haven’t.) He wrote the book, Hooked: How to Build Habit-Forming Products. You know who has heard of him? Almost everyone at every technology, gaming, and social media company trying to get you addicted to their products. They do it well. Two decades ago when I started working, I ... Read Post

Is the salesperson you rely on to meet your goals (perhaps it’s you!) maniacally methodical? After running a company for almost 20 years whose primary focus is to get our clients in the door with their important prospects (Door Opener® Service), that’s what we’ve learned it takes to be most successful. Can you be successful ... Read Post

These days I remembered something I’ve read back in 2006 and somehow kept in the back of mind all this time: ‘’Everyone wants to be the VP of marketing and do the cool stuff like advertising and promotion. This is fine if your product is already being bought. [..] For selling to work, you need ... Read Post