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’...

Do You Rush Things?

There’s a ride at Walt Disney World called Rock n’ Roller Coaster. At the very beginning of the ride, the car you ride in goes from...

What We Care About vs. What Our Customers Care About

There is a huge chasm between customers and our own sales and marketing initiatives. This is nothing new, yet it’s what keeps us from...

Delivering Insight: What Happens Next?

The CMO and Sales VP were reviewing their latest programs to get their people delivering insight to their customers. They went through a series...

Are You Guilty of Picking Things Apart?

It seems to be human nature to pick things apart. We may be looking at a new prospecting or marketing program, we may be...

Find Your Sweet Spot

Who should buy stuff from you? If you’re like most business owners or leaders that I know, your knee-jerk answer is something just slightly...

Increase Sales by 30% Using Your Basic Business Data

The media often highlight companies that spend hundreds of thousands of dollars on big data solutions that reveal patterns and trends in customer behavior...

Customers Aren’t Widgets

I’ve always thought sales is more science than art. I believe selling is a set of disciplined processes, many of which can be “engineered”...

Questions to Ask Trade Show Organizers

I am often asked how to tell which vendor events will be worth your time to attend. There are two things you should do to determine if...

How to Be a Dictator Enforcing Sales Offer Deadlines

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing...

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