Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to…

In every stalled or lost deal there is a person (or persons) who opposed (or didn’t support) the salesperson and their sales organization. There is someone who wouldn’t engage with the salesperson or who wasn’t convinced of the value that they…

My friend Thad sent me a graphic he found on the web. The graphic shows what it describes as the old model of sales and the new model. The old model sales model includes three items: cold calling, qualifying leads, and sales demos. The new model…

Electricity follows the path of least resistance. So does water. And so do too many salespeople.

Your very best prospects already have a partner who provides them with whatever it is that you sell. They trust that partner, and as far as they…

Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business.

Right now you could be prospecting.…

“How do I lead and manage a sales force having never had any sales experience?”

I’ve heard the same question three times in as many days, although it was worded a little different each time. One entrepreneur asked me for the one book he should…

End of quarter. I know.

Is Your Problem Above the Funnel

Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating?

Do you have a…

You are leading a transformation. What you are doing is critical to the future of your organization. It’s strategic. You can’t afford to fail.

You built the burning platform and you made the case for change. You sold that change with a massive…

Over time, no matter how good you are, no matter how much you care, you will lose clients.

You will lose some clients through no fault of your own.

• You will be doing everything right, and they will change their strategy, eliminating the…