“Active Listening” is Not a Technique

Catching up on my reading, I ran across an article on Active Listening. It was focused on sales people and the author made the...

Doing More By Doing Less

It’s awfully crowded in the digital marketing/social selling world. Getting “heard” is increasingly difficult. Getting into see/talk to customers is one of the top...

A Personality-Based Approach Leads to More Sales

One of the most effective ways to be a successful salesperson is to use a client-centered approach to sales. That means tailoring your sales...

Insight Is Not the End—It’s the Beginning

Insight is the starting point. Our Insights should create a dialogue or conversation. It should begin a collaborative process, where we and the customer evaluate what it means for them. If our Insight doesn't start a conversation, we have failed. If we can't sustain the conversation, we have failed.

Volume and Velocity—What’s Missing?

There’s a huge amount of discussion focusing on Volume And Velocity in sales. SaaS companies trying to build traction and subscriptions person by person,...

Stop Wasting Your Time on Social Selling?

Recently, someone wrote me saying: "I have absolutely no idea how you have time to spend so long on Twitter/Facebook/LinkedIn, plus write articles for every site imaginable—and respond to all the comments?"

The Problem with Turnover

I worry too many sales executives spend too little time understanding turnover and it's impact on the organization. Even worse, are those leaders who tend to think of people as commodities, churning through people continuously (but those folks are probably not reading blogs like mine).

Speed Kills!

No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually...

Improve Sales by Taking Away Their Freedom

Common sense says increased variety and more freedom of choice will make people happier. But studies show it does the exact opposite. It actually makes them unhappy.

Are Your Sales Metrics Aligned with Your Business Strategy?

Not long ago, I spoke with a frustrated CEO. His company was doing OK, but somehow not meeting his expectations. Like many companies, the customers’...

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