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Dedicated to the methodical, relentless, continuous improvement of your sales process

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Community Service - 11 reasons why NOT doing it is crazy!

Think About It...

Challenging ideas to accelerate the methodical, relentless, continuous improvement of your sales process

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Community Service - 11 reasons why NOT doing it is crazy!

Mom was right!

Talent: A thing or a process?

Anybody Care To Debate Me About The Power Of An e-Rep???

The "Blog Brochure." AGHHHHHH!!!!

The Existential Opportunity

The Great Stagnation = Selling OpportunityThe Great Stagnation = Selling Opportunity

The gap between mind and mouth

They don’t care about you, your products OR your company

You Can ALWAYS Demonstrate Quantified Value

The 14-Step Arrows In Your Quiver Content-Generation Strategy

On funnels, incubators and out of context metaphors

Persistence, My Friend (…and only 6 years worth!)

Ever learn a lesson 50 times & still need a refresher course?

Innumeracy - Next victims sales reps?

Learn LOTS or don't bother

Plan every sales call in writing!

Shut up and do your forecast!

“I Don’t Know.” – A Great Answer

Think, Work And Act Like a Business Manager

"Plans are nothing. Planning is everything." Dwight D. Eisenhower

Don't waste money on sales training

All Sales Reps Will Blog (…except for the ineffective ones)

Do you speak the universal language of business?

The Insanity Of Protecting Your So-Called Proprietary Knowledge

A Year-Old Sales Best Practice Probably Isn't

Unintended Consequences

Funnel or Incubator?

I'm addicted to podcasts

An E-Rep Success Story

Discipline, Opportunity Management and Value Propositions

I was wrong about proposals

Every E-Rep Needs An E-Rep

Is thought leadership really all that important?

Another spin on Value Propositions

You can't afford to let the knowledge leak out!

Did Google screw up big time; or did they just turn B2B Social Media into a MUST DO NOW???!!!

There's value, then there's VALUE!

...and by gosh, this Web 2.0 & Social Media stuff is fabulous for selling knowledge!

Maybe I really DO want to appear to be an order-taker...

Technology has changed everything. It used to take multiple face-to-face sales calls to get a prospect up to speed on the potential value of our products and services. More importantly, those calls enabled us to acquire a broad, deep understanding of their issues, requirements and problems. Now, web 2.0 makes our info available 247. They don't need us to learn about us. AND, they now refuse to take the time to educate us regarding what they need.

Your learning/self-improvement process is probably obsolete

I don't know enough. (Notice the first sentence is the same as last month???) The pace of change in the world of sales, sales management and consulting is such that my traditional process for learning simply can't keep up. I know you're in the same boat. Guess what? We can help each other.

Creative Abrasion and the Sales Knowledge Activist

I don't know enough. Not enough about my customers prospects, or their customers, prospects, suppliers, partners and competitors. I don't know enough about the objectives, strategies, requirements, problems or people of any of those groups. I don't even know enough about how my own products and services - either alone or combined with other products and services - can address the issues of my customers and prospects. Eeesssssshhhhh... (Guess what? You're in the same boat!)

All Opportunities Are Not Created Equal

When reviewing an opportunity, most sales manages will ask about the odds to close. When asked about odds to close, most sales reps have a ready answer. Most often, it's wrong based on some mystical gut feel, but it sure does makes everyone feel better - like authentic planning, prioritizing and time management actually occurred.

Try Selling Them A Better Buying Process

How much work do you expect your customers to do to for you? How much work do you need your customers to do for you? How much work are your customers doing for you?

Three Things That Kill CRM (...and how to counter them)

According to the best research I can find, roughly 2/3 of CRM implementations fail. How can this be? After so many years why haven't sales leaders and CRM vendors figured this out?

Value, Value Stream, Flow, Pull, Perfection

Manufacturing executives said it didn't apply to them. (They were dead wrong.) Software development executives said it didn't apply to them. (They were dead wrong.) Business technology services executives said it didn't apply to them. (They were dead wrong.) Sales executives, managers and professionals KNOW FOR SURE it doesn't apply to them. And of course they are right. Right?

Would a wiki work?

A recent study conducted by CSO Insights indicated that poor sales knowledge management is hitting the top and bottom lines of companies in extremely negative ways. These included high sales rep turn over, longer sell cycles and lower win rates.

Are you an expert? (...at anything?)

Read any trade publication. Surf the net for a sales trainer or consultant. Listen to the radio or TV. We are surrounded by experts. The gurus are everywhere!

It’s Always About Productivity

The US lost 2.5 million manufacturing jobs from 1994-2004. Does that mean I should jump out the window? Or is it a cause for celebration?

Four facts all sales reps should always keep in mind

We are all conditioned to always remembering that the customer is always right. That's a good thing in general, but do we take it too far?

What's the best way to make your verbal statements more compelling?

It's' time to make (and stick to) another one of those I know it makes sense and it's good for me and I really need to make time for it resolutions.

There may never be a better time than now

The cold, hard fact is that for most of us, this economy has jacked up the challenge of selling more faster BIG TIME. I'll give 5 to 1 odds there are two things you wish you had already gotten done.