I have written many times about Sales Managers who I believe are the most undervalued, under-trained, under-supported (I could go on) resource in most organizations. And yet, they can and should be that organization’s greatest revenue multiplier. But the reality is often so different, most sales managers are thrust into their positions after being a ... Read Post

In the last 20 years or so, automation has taken an enormous role in sales. A mammoth attempt has been made to create a “perfect system” in which leads are sought out, discovered, and served up to salespeople so that all they have to do is sell. The net result of these efforts, if continued, ... Read Post

In many sales situations, especially complex sales, it takes a village to close a deal. The more eyes and ears on a situation, the greater your ability to objectively view the deal from many different and sometimes disparate points of view, and engage multiple stakeholders. Qualifying the opportunity at multiple levels of the client organization ... Read Post

Having the skills to sell isn’t enough. Applying the skills in a way that achieves results is what’s most important. Remember T-F-A-R …your thoughts influence your feelings, which influence your actions and thus your results. It’s clear then that how you think impacts directly on your results. And that means that no amount of sales ... Read Post

As a business owner, one of the more challenging aspects of long-term success involves motivating employees to get on board with big picture goals. While it’s somewhat simple to motivate employees to accomplish their own personal business goals, it’s exponentially more challenging to convince them that overarching corporate goals are important and relevant, too. In ... Read Post

In today’s mega-technological super-convenience society, we’ve all but lost sight of one particular fact: Life is a risk. We’ve built walls, dams, and roofs to keep it out. We’ve armed ourselves with the latest inoculations to keep risk from making us sick. We’ve mounted the latest weaponry to safeguard us from our enemies. We’ve insured ... Read Post

If you have never been somewhere before, and you are going to venture there then you need to get directions from someone you know, check out a map, or rely on a GPS. Regardless, getting to where you want to go requires more information to guide you along your route. It is the same with ... Read Post

What is Key Account Management? Key account management (KAM) defines full relationship between your business and the customers you are selling to. It describes the individual approach of sales people to their customers in order to create long everlasting business relationship. Key account management (KAM) means far more than just selling products to big customers.  It ... Read Post