Thoughts on Agility

Agile is one of the “hot” business buzzwords these days, right along with digital, transformation, and disruptive. (You get double buzzword bingo points if...

Valuing Time: Your Customers’ and Yours

Time is the only non-recoverable thing that each of us controls. We waste it, it’s forever lost. We waste our customers’/prospects’ time, we’ve cheated them...

What You’ve Always Been Doing Won’t Get You Where You Want to Be

I do dozens of business reviews with all sorts of organizations, globally. Many are struggling, they aren’t hitting their numbers—at least consistently. Or their...

Getting What You Get, or Getting What You Want?

Over the past several weeks, I’ve been sitting in a number of pipeline and deal reviews. While the companies are in very different businesses,...

Thanks for Training Me Not to Answer My Phone!

I’ve stopped answering my phone—whether it’s my office, mobile, or home phone, I’ve stopped answering it unless: I recognize the phone number and it’s...

The “Last Mile” in Selling

In the old days of telecom, the days when telecom was dominated by landlines, one of the most important strategies had to do with...

Don’t End the Perfect Sale with Unreliable or Unsafe Delivery Methods

Internet shopping has taken the world by storm; a whole variety of products and services are now available for people all over the world...

Does How You Sell Represent Your Company Well?

Customer experience is increasingly a key differentiator in acquiring and retaining customers. But, too often, we look at customer experience in a very narrow...

It’s Harder to Sell Within Our Own Companies

Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an interesting question or scenario for people who work with sales managers, presented by...

Pitch Perfect: The 9 Questions Every Successful Pitch Answers

Many curious co-workers and friends have asked me, “How did you manage to convince your company to let you work part-time, anywhere in the...

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