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Last week after presenting a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager. The last three years have been tough, and she was looking for new ideas for 2018 to excite her team and to simply change up the routine. Since my keynote ...

There is an economic principle called comparative advantage which can be a tremendous benefit to sales management. In economics, the term is used to describe the ability of a party to produce a particular good or service at a lower cost than another party, and take advantage of that fact in trade. For example one ...

A great sales leader inspires greater engagement and higher productivity from their team. It can be tempting to make the results your own personal goal, but the reality is, results should be the collective of each seller’s individual goals. Your job is to see to it that they achieve those goals in a way that ...

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 ...

We have probably all been called various nicknames throughout our lives. I’ve certainly had plenty myself. At five years old my hair was extremely short, and my Dad nicknamed me “bur head.” If it came from my Dad, I was okay with it. In high school I was called “Broadway.” In college I was known ...

Why is there so much talk about sales competition? How to build a competitive strategy, tips for analyzing your competition, how to attain a cost leadership position against your competitors and how to outsell your competitors pervade the thinking of most business people. The underlying strategic intent is to build barriers to competitive entry; erect ...

I’m sorry if this offends anybody, but the weak link in the revenue chain is usually sales management. Fact: The tone and focus in every organization is set by leadership, and culture boils down to nothing more or nothing less than the beliefs and behavior of its leaders. Sales meetings often expose lazy or short-term ...

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing touches on a speech, which ...