There’s a lot of speculation about who will be the next presidential candidates in the upcoming campaign. Who will begin to pull away and become the obvious frontrunners, and who will eventually seal the deal? Seems every journalist, reporter and political pundit out there is speculating about who will be the next republican and next ... Read Post

[Eel: Gatekeepers, deal spoilers, and nay-sayers at the prospect company who work to prevent any sort of change.] In every deal there is an eel. A person who is against the deal—maybe on principle, maybe because they’re your competitor’s champion or they fear they will be made to look bad if a new vendor is ... Read Post

Editor’s Note: Craig M. Jamieson has been in sales in many capacities for many years, developing a treasure trove of great advice for small businesses. He has been a sales manager, a business owner, a consultant, a trainer — and has taught salesmanship at the university level. He has seen social business evolve — and ... Read Post

Say you’re a salesperson. One fine morning, 45 sales leads make their way to you from a variety of sources. Nothing but good news there, right? Upon consideration, 3 of them are well-qualified opportunities who want to move forward and learn more about your product or services, 12 are completely useless, and the rest of ... Read Post

A dim, dank cave would be no place for a business. You couldn’t see anything clearly or find what you needed. Employees would be forced to store valuable company data in a haphazard fashion underneath rocks and pasted to walls. Customers would come in and become quite lost, with no clear path to follow, and ... Read Post

There are only 3 things you need to know to generate predictable revenue for your business: Sticky product/service:  Your products that generate the highest revenue potential with the highest likelihood of closing Pipeline: A scalable process for converting prospects into clients Time: How long it takes to convert a prospect into a client And that’s ... Read Post

To be Head of Sales is my choice for the hardest leadership job. That’s not just because Sales is the source of revenue and tends to feel external friction first, but because sales organizations are all unique and create singular challenges. Remote and Distributed Teams Sales teams are frequently spread out over different time zones ... Read Post

Like Bill Murray in the now-iconic movie Groundhog Day, far too many executives fall short in their attempts to hire a sales VP who can get the job done, so they find themselves repeating the process again and again, without ever truly realizing why they continue to fail. I’ve spoken to enough CEOs to understand ... Read Post