Building a top-notch sales force is a dynamic endeavor. It requires a solid foundation of leadership, market focus, sales process and ongoing management. In Part One we addressed Leadership and Market Focus. Many organizations have one or two of these critical components in place and wonder why results may be lacking. Is your sales force ... Read Post

Subjective value is the perceived value of your product or service in the mind of the prospect. According to one of the founding fathers of the Austrian School of Economics, Ludwig von Mises, “Value is not intrinsic, it is not in things. It is within us; it is the way in which man reacts to ... Read Post

According to 451 Research “SaaS is expected to grow sharply to nearly one-quarter (23%) of all enterprise workloads by mid-2018.” While this should be good news for sales professionals in the industry, changing buyer demographics and behaviors are making selling SaaS solutions more complicated than ever before. More business functions depend on SaaS capabilities, which ... Read Post

When you’re vocal and visible, and you’re putting your business right out there on the internet and social media, you invite quite a lot of attention from people selling things. I’ve made my living (as well as my profession and my business) from the sale of products and solutions. I’m actually quite receptive to sales ... Read Post

It’s the information age. So it is hard to believe that sales managers and salespeople still utilize outdated methodology and ideas. Salespeople arrive at meetings with more focus on closing than on engaging in real conversations. Sales managers still teach overcoming objections and trial closes. All of this leads to superficial, guarded meetings with prospects. ... Read Post

There are lots of great reasons to use humor in your sales pitch. A funny story, joke, quote, or prop can engage your prospect, add welcome lightness to a heavy subject, and increase audience recall. Yup, humor can be a great….when it works. And when it doesn’t? Few things will suck the confidence out of ... Read Post

What happens when one of the big accounts we’ve come to count on for sales becomes a variable client that we can no longer count on? Read Post

When I was researching the book Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom, I had the opportunity to interviews CEOs, leaders and business owners about their cutting edge and innovative strategies to attract, retain and fully engage top talent. You would have to be living under a rock these days not ... Read Post