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As you move towards finishing the year strong and planning for 2019, as a sales leader your focus naturally turns to next year’s budgets, goals, and pipeline. Looking at your pipeline and associated forecast, you may be initially comforted to see that you have a sufficient quantity of opportunities and appropriate deal sizes in there ...

We all know that changes in life are inevitable. But change is not always perfect, and sometimes there are important things lost when we make a change. I’d like to tell you about something we did lose as a result of a change, and lessons we can all learn from it when you read… “If ...

Communication has a very interesting history. When laid out in four separate dimensions, as I will do here, it can be seen how radically mobile communications has affected our civilization. First Dimension: Ancient Trade If we go back to the beginning of mankind’s history, people were nomads. Then some stopped moving about and put down ...

It’s frustrating when sales don’t close. If deals don’t close as often as you believe they should assess why and fix it so you can accelerate results. Ask yourself these 6 questions to help pinpoint why sales may not be closing. 1. Is this prospect the right kind of prospect? Perhaps you were too broad ...

There is still far too much “guess” in work today and when it comes to sales, guesswork can take on very creative and almost artful forms. You might argue that in the era of big data, guesswork should be a thing of the past but here’s the thing; big data has gotten pretty conflated with ...

Gosh, most webinars are dreadfully boring. It doesn’t have to be that bad. We can make webinars better!

It’s the time of the year when we take a few moments to stand still, think about our path through the recent past, evaluate what went well and what went wrong and are thankful for the bright moments in our life. We begin thinking on how to best plan for the upcoming year. It’s also ...

It boggles the mind to hear people suggest there is only one way to tackle a situation. Even worse is when they take the long journey for reaching goals versus seeking out the most direct route. The issue is similar to using the perimeter of a square versus taking the diagonal. If we believe that ...