Why I Write What I Write

alt text image of a man holding a neon question mark

I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

Stop Being Transactional and Start Being Consultative

alt text image of a start and a stop button

Stop trying to sell product and start focusing on how you help your client with business outcomes. Stop trying to talk features and benefits and start developing the business chops that is business acumen and situational knowledge (You need to sound like you work in business, … [Read more...]

A Lack of Business Acumen on Both Sides

alt text image of two eggs in cups on a blue background

Salespeople need to be good business people. Why? Because business acumen is the new sales acumen. You don’t create value by overcoming objections but by resolving concerns. You don’t create value by pitching features and benefits unless they are finely crafted pieces of your … [Read more...]

Episode 26 – On Training and Development with Dave Stein

Dave Stein is the founder and CEO of ES Research. Dave is the world's foremost authority on sales training, and his firm helps sales organizations choose the best sales training for their salespeople. Dave is well known and extremely well respected in the industry. I ask Dave to … [Read more...]

How Theory and Practice Are Different (A Cautionary Tale)

alt text image of a stack of cement blocks

My old man has a friend who spent his entire life in construction. Let’s call him Tommy. Late in his life, in order to advance in his trade and become a supervisor, Tommy began taking classes at the community college. One class happened to be about ordering stone for the … [Read more...]

You Are Teaching. But Are You Also Learning?

alt text image of a blackboard

One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real chops (and I don’t believe we’re doing … [Read more...]

You Can’t Hire Enough Stars (And What To Do About It)

alt text image of a sky full of stars

You can’t hire enough star performers. What is required to succeed in sales has changed too much. Not only do salespeople need to the old sales acumen skills like prospecting, storytelling, closing, diagnosing, differentiating, and negotiation, they also require newer sales … [Read more...]

Four Reasons Your Sales Force Is Unprepared to Create Value

alt text image of a man with his tie tied incorrectly

Value is the killer app in sales. Without it, you are relegated to competing on price. Here’s why your sales force is unprepared to create value and what to do about it. No Business Acumen: Your sales force doesn’t have the business acumen, the experience, or the situational … [Read more...]

The Urgent Case for Business Acumen

alt text image of a table with coffee and a complex business drawing

The vignette that follows is true. Only the names of been changed to protect the guilty. The CEO was on the telephone. He said, “I need to speak with someone who knows more than you.” The salesperson on the other end of the phone responded, but it didn’t seem to help much. The … [Read more...]

10 Things That Have Dramatically Changed Sales

alt text image of light house overtaken by waves

Things have changed. Globalization: Globalization has been around a long, long time. But in the last couple decades, a lot of labor moved overseas because labor was cheaper there. Then, white collar jobs started to follow. As it turns out brains are cheaper there, too. … [Read more...]

Download my E-Book: How to Crush It, Kill It, and Master Cold Calling Now! FREE when you subscribe to my newsletter »