May I Ask You a Question?

One of the biggest issues marketing and sales folks face is just getting on the radar screen of their prospects. Even when you have...

Our Products Are Becoming Commoditized!

It seems every product, regardless of how complex, is destined for some level of commoditization. In virtually every industry, we look at products and solutions...

Our Value Creation Starts Within Our Own Company

Recently, I wrote, “Sales People Don’t Have The Time To Create Value With Customers...” Clearly, this is unacceptable if we are to drive business results....

Take a Chance on More Business

A nearby town hosted a garden tour last weekend—a beautiful day to truly stop and smell the roses. It was also a chance for...

The Hidden Sales Productivity Drain

Regardless your level, look at your weekly calendar. Unless you are a total dolt, I can guess what it looks like: Your time is...

Do You Believe the Legendary Startup Failure Statistics? I Don’t!

This recent piece on startup failure statistics caught my eye on Twitter first, and I followed the links to discover Startups: Conventional Wisdom Says 90%...

Overcome Sales Roadblocks by Believing in What You Sell

As human beings, we are very good at picking up visual, verbal and non-verbal signals from another person. Body language gives us the first...

Compressing the Sales Cycle

There’s an interesting conversation going on in LinkedIn. It starts with the question, “Is reducing the time between customer meetings the only way to compress...

How Does Your Customer Make Money?

Recently, I was in a discussion with a group of sales people. I posed the question, “How does your customer make money?” Most of them...

Get a Call Back with the Alien Message

Over the past few weeks we have posted several articles on why you should return to using the your Smartphone’s calling feature to actually make...

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