You might think that your company is a manufacturer. You might think it is a service organization. You may even believe that you are a solutions provider of some sort. You are none of these things. What you are is a sales organization that happens to manufacture something, or a … [Read more...]

In keeping your promise to help your clients produce the outcomes that you sold them, inevitably, there will be problems and challenges. The more important the outcome, or the more difficult it is to obtain, the more certain you can be that there will be issues and challenges … [Read more...]

I love technology. A new product or a piece of software is built and released long before it is perfect, the company gathers feedback, and it makes improvements. There are major new releases, in which the product or software is completely reimagined, and in between there are … [Read more...]

I have had numerous interactions over the years with sales managers and business leaders who believed that the problem their sales force was suffering from was a lack of closing skills. Sometimes, they believed that their salespeople simply didn't have the ability to win at the … [Read more...]

I don't believe in multitasking. It's a myth and it's a lie. If you are going to do something, doing it as well as you possibly can requires your full attention and focus. But there are some things you do that require none of your attention, allowing you to invest your focus … [Read more...]

My old man reads my blog. He is an old B2C guy and he hates that I use the term dream client instead of prospect. And now he doesn’t trust your sales engineer. He writes: “When passing the client off to the ‘engineer,’ how do you know the client was called back in a … [Read more...]

Two days ago I wrote on the three biggest killers of sales productivity. I wasn't writing about what prevents salespeople from producing results, like a failure to qualify, as much as I was writing about "me management," which you might call time management. The post was about … [Read more...]

You may believe that you a wonderful relationship with your client, and they may believe they feel the same about you and your company. But you really don't know what kind of relationship you have until you face a problem or challenge together. What You Learn When the Trouble … [Read more...]

Sometimes you are the real obstacles to producing greater results. We can easily get bogged down in doing things that make no impact on our sales results, even though these tasks feel like they are important to our sales efforts. Some of the tasks are necessary but can steal … [Read more...]

We talk a lot about value propositions and creating value for our clients. The word “value” is overused so much as to have lost a lot of its meaning. There are all kinds of things you can do to be valuable to your clients and your dream clients. But, ultimately, you serve … [Read more...]