Blog


Dec

04

2014

Sirius Decisions Interview – From Pitching Products to Selling Value

I discovered this article from a discussion thread on LinkedIn, hosted by Tom Pisello: the roi guy and chairman and founder of Alinean (www.alinean.com) and was so impressed with the quality and relevance of this content that I wanted to re-blog it. So my readers, I hope that you get as much out of this as I did.   Recently we had the pleasure of…

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Oct

09

2014
We Have Met the Enemy and He is Us!

We Have Met the Enemy and He is Us!

I was fortunate enough to have grown up with some great cartoon strips and along with Charles Schultz’s Peanuts, the little opossum Pogo, often provided us some insights into our own lives. I personally have used this quote many times to reflect on different situations in my life, causing me to take a deeper look in the mirror and take an honest look at myself….

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Mar

18

2014
Are you Helping or Hampering your Sales People?

Are you Helping or Hampering your Sales People?

If we look at the illustration presented here, you will notice that both rowers are rowing in the opposite direction. Since they both have their backs to each other, they can’t tell what the other rower is doing. All they know is that they both are rowing and thinking that they are helping to row the boat, but they don’t seem to be getting anywhere….

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Mar

11

2014
Building a Successful Sales Campaign

Building a Successful Sales Campaign

As many of you may know, I have been around the world of sales for over 45 years and I have had the opportunity to participate in a number of sales campaigns. Some of these campaigns were successful and many were not. So, I got to thinking about how organizations go about creating sales campaigns and I thought I would share some ideas of what…

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Feb

20

2014
How Great Organizations Work to Deliver VALUE!

How Great Organizations Work to Deliver VALUE!

Have you ever noticed that those companies and organizations that we consider as being great do things better and are much more effective and successful in the things that they do? Why is that? What is it that makes those organizations be that way? Well for one thing, I believe that those organizations which excel at being great have an awareness and understanding of not…

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Oct

02

2013
How do you deal with the “I’m too busy” excuse?

How do you deal with the “I’m too busy” excuse?

 Ever said or heard this:  Sorry, I’m just too busy to consider taking on anything else right now! I’ve resurrected this article that was posted in early 2012 because it is one of the most sought after articles that I have posted, so I hope you enjoy it again. I’m sure that we all have seen similar cartoons that do a great job of exposing…

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Sep

26

2013
Keeping your Sales & Marketing teams Accountable

Keeping your Sales & Marketing teams Accountable

Where does accountability lie within your organization and how do you go about holding people accountable for their performance, or lack thereof? I know a lot of organizations have annual reviews that are conducted by HR or an immediate supervisor of how an individual is performing. Depending on the organization these can be very helpful and detailed or just fluff. It all depends on who…

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Aug

07

2013
Success is 90% Preparation, 10% Perspiration

Success is 90% Preparation, 10% Perspiration

We’ve all heard the adage “Success is 90% preparation and only 10% perspiration”. The great scientist Louis Pasteur once said, “Chance favors the prepared mind”.  This is an area that I believe needs to be addressed more effectively by sales people and the organizations they work for today. So, let me start by asking: Are your sales people as prepared and effective as they need…

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Aug

01

2013

Do you really know what’s working and what isn’t in your sales, marketing and product areas?

I had a very interesting and enlightening conversation today with a consultant who works for the company that developed my website. She asked me to tell her who my target audience was and who I was trying to reach. I explained to her that my target audiences were medium to large-sized organizations that were struggling with poor sales and marketing alignment, effectiveness and productivity. She…

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May

01

2013
The number one reason why most sales calls fail (and what you can do to avoid it!)

The number one reason why most sales calls fail (and what you can do to avoid it!)

Believe it or not, a surprising number of sales professionals still rely purely on luck and good social skills when attempting to sell at an executive level. Unfortunately, good fortune and a winning personality, while certainly helpful, are not proven strategies for delivering consistently successful results. In fact, when some 10,000 C-suite executives were asked in a recent survey to reveal their major hesitation in…

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