Why Your Sales Meetings Are So Bad – and...

The first significant point of customer engagement for most sellers is usually a sales meeting …

Want to retain customers? Simple: Sit on their side...

Want to retain your customers? Customer Retention was chosen as the #1 Strategic Imperative by …

10 Critical Mistakes that Could Damage Your Account Planning...

In sales, we often talk about focusing on the low hanging fruit: the easy wins …

Do you know your Win Rate?

As you are developing your sales strategy for 2016 (you are right?) one of the …

Winning Sales Performance Management – No Analytics Needed!

The toughest job in sales belongs to the frontline sales manager – the vital final …

Is Your Pipeline Scary?

Halloween is traditionally a scary time. And as it is the end of the selling …

Battling the 57% – Buyers Buy Different Things

There’s a statistic out there that buyers have, on average, progressed 57% through their buying …

Big Questions for Sales Managers

Managing a sales team is hard. The role of the front-line line sales manager is …

Trust Matters: The Data Is In

I have written often about the importance of Trust In Business. I have always contended that …

5 Sales Credibility Killers

…There was a time, long, long ago in a dim and distant past when, if …

Salesforce Sales Leadership Forum: 3 Key Takeaways

Salesforce is the world’s largest cloud company, and many businesses around the world run their …

A Sales Story for Our Time

When Matt finished the meeting, he was angry. His biggest customer just told him that …

5 Key Dreamforce Sessions and 3 Tips

There is a lot going on at Dreamforce. How do you choose which sessions to …

What Sales Managers Can Learn From The Music Business

There’s a Jackson Browne song called These Days which he wrote at the tender age …

13 Things Marketers Need To Know About Sales

There are few distinct viewpoints in business that are as polarized as those of marketing …

Battling the 57% – Part 3: Getting Ahead of...

Much has been written about the research that suggests that a buyer is 57% through …

Battling the 57% – Part2: Flanking to Win

I have written before about the statistic that is out there ‘buyers have progressed 57% …

Battling the 57%: From Sex to Romance – The...

Don’t be put off by the title. This might not be what you expect. And …

7 Principles for Successful Sales Leadership

One of the perks of my job is the interaction I am privileged to have …

What to do when No Decision is not in...

I have written before about the only two reasons that you lose a sale;