I had an interesting conversation with a buyer yesterday. I made the suggestion that I thought that they were underinvesting in the result they need. She agreed that they were underinvesting. Then she said this: “We’d pay more if a salesperson could connect the paying more ...
Salespeople used to be taught to close for the business. Much of what they were taught was ridiculous then and would be even ...
It’s the most natural thing in the world to use the company’s name when you talk about losing a deal. It’s easy to attribute ...
If you are the one manning the booth, you are doing it wrong.
I spend time with salespeople and sales organizations. I live with them. So I am a bit of a sales anthropologist. By ...
You wouldn’t walk into a Las Vegas casino and take all of the commission you will make in the next twelve months and bet it ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
I had an interesting exchange with an old-school consultant about ideas. In his view, ideas are to be protected as ...
Competing on price destroys your ability to create and deliver the value that you promise. Excellence isn’t cheap, and it ...
This morning I came across a journal article that explored the implications of CEO compensation on what it described as ...
I love Toastmasters. I love my Toastmasters club. If you want to get better at public speaking fast, there isn’t anything ...
Last night my friend, Steve Woodruff, asked an interesting question on Leadership Chat. Steve asked if a leader could lead ...
The modern alarm clock can be a deadly, life-stealing, procrastination-training device. It comes with a feature that ...
The reason you are not calling your client to discuss the major issue you have in producing the outcomes you promised is ...
It’s not the tools that make the salesperson. It’s the salesperson that makes the tools. It’s important to know this and to ...
A group of people can own an outcome. A group of people can own a responsibility, or even a set of responsibilities. But a ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
Work that is both urgent and important feels great. It commands your attention, and because it is urgent, it feels good to ...
One of the biggest problems businesses face is managing and motivating employees. But this isn’t the real problem. The real ...
There is no such thing as time management. There is only “me management.”
