We are all familiar with the phrase, “Do unto others as you would have others do unto you.” The added suggestion is to be authentic and differentiate yourself from the rest to stand out. Unfortunately, many business professionals overlook the advice. Accordingly, the results are not as they should be. Consider responses to your email ... Read Post

Many organizations fail because they simply don’t focus on executing the fundamentals of a sales process or management process. Its why our tag line was developed almost 20 years ago….Building Organizations Through the Execution of Strategic Sales Management. During our trip, I saw all sides of the “execution” issue. During the past 12+ days we ... Read Post

Those pesky competitors! They seem to show up in every deal and exactly at the wrong time too. Also, the numbers of competitors is multiplying at an alarming rate. You need a strategy to beat them and you need it quickly. Start by analyzing your competitor from your customer’s perspective. In other words, how does ... Read Post

4pm on a Thursday, and I was sitting in my car outside Starbucks. It had been “one of those days”–the kind I’m sure you’ve had as well: phone call after phone call followed by a meeting and then more phone calls. There was just one more call parked between me and that latte I really ... Read Post

Finding Meaning in Life as a Salesperson In our first article in this series we posed the question: Can salespeople find meaning in their lives? Now let’s look at how society views salespeople, how this must change, and how salespeople can overcome it. The Mental Model There is something called a mental model, through which ... Read Post

In the pursuit of enterprise opportunities, sales cycles can certainly be lengthy. It can take months or even years before an enterprise sale comes to fruition–and along the way risk, uncertainty and doubt can increase. So also do the significant organizational investment costs of such opportunities. The most obvious impact is usually the financial one–but ... Read Post

I’m a client success manager at TechnologyAdvice, where we help connect buyers and sellers of business technology. In addition to serving consumers, we also work with vendors to grow their customer base through our unique demand generation programs. Before I was a client success manager, I was a tech advisor, handling inbound high quality leads ... Read Post

3 Simple Strategies To Win New Business About a month ago, had a potential client reach out to me (and about 78 other speakers) regarding a motivational keynote speaking opportunity. Okay, he really did not reach out to me, it was more like a blanket call for speaking proposals, a rather impersonal request. He was ... Read Post