Verne Harnish, the author of Scaling Up and founder of both Gazelles and the Entrepreneurs Organization, once called me on the stage at the Fortune magazine Scaling Up Conference in Atlanta. The audience consisted of 1,000 growth-focused business leaders, and Verne asked me to share a sales tip with them. I took the microphone and ... Read Post

If you search online for the phrases crush your quota or outstanding revenue growth, you’ll get about 4,500 and 8,000 results, respectively. We adore not only revenue, but its fast and furious capture. Revenue is king! As my district manager used to say, “I don’t care how you make your number, as long as you ... Read Post

Recently I caught up with Bernadette McClelland, CEO of 3 Red Folders. I asked for her opinion on the topic of key attributes of high performing salespeople. Bernadette is someone I respect, therefore here is an edited version of her response. I’ve worked alongside hundreds of sales professionals, both in intimate groups or one-on-one. They ... Read Post

In the past, the sales process was covered by a thick veil of secrecy. Companies could mask their real intentions using a bunch of attractive ads and complex semantics. And, it worked. For a while. Then, with the rise of the internet and the hyperconnected approach to the business-client communication, it stopped working. Today, your ... Read Post

As there are many, many books on sales management, so there are endless publications, articles and blogs on the subject of lead generation. This article doesn’t touch that subject, but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management. Inbound and Outbound As with ... Read Post

Pipeliner CRM conducts a regular Twitter chat on sales issues. This fast-paced (no more than 30 minutes) multimedia series provides leading strategies, tactics and thinking for sales professionals worldwide. It connects you to an entire community of sales experts, and is a great forum to learn more about sales and to establish yourself as sales ... Read Post

Have you ever thought that you would prefer to hear the “f” word (profanity) over another that we and our kids use multiple times per day? I didn’t and that’s where I’m at. “Failure” is a word I despise. Our society is conditioned to loosely throw this word around and it officially starts at an ... Read Post

Without a doubt, sales continue to be an important driver of revenue for organizations of all industries. Countless books and inspirational speakers cover the ever-increasing interest in the world of sales, and across all markets and interests, experts agree that results are the most important facet of any job. In sales, results are not only ... Read Post