Perfecting the Sales Call

Sales calls can be one of the scariest things to learn as a new employee or business owner. But while a sales call is not always necessary and should only be used in the right context, getting it right is critical.
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A Pricing Problem

I recently had a truly unusual, memorable experience facilitating a discussion about pricing. What made it unusual? There wasn’t one question about pricing. Yet every person there described their ‘problem’ as a pricing problem. What were the real issues?
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Don’t Get Distracted by the Numbers

As sales professionals, we’re obsessed with the “numbers.” Where are we year to date, what’s the forecast, what’s the pipeline look like, what are the activity levels, how many qualified leads do we have, and on and on and on.
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Why Trade Shows Are Alive and Well

Trade shows have been around for centuries in one form or the other and during all this time, they have been one of the most useful means of networking, buying, selling and advertising your business or your services.
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Coaching the Sales Process: Deal Reviews

Many sales managers really don’t know how to reinforce the sales process in their coaching and development of their sales teams. I’ve gotten a lot of questions on this topic from sales managers, and I suspect there are a lot more that are embarrassed to ask about this.
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“Checking In” is Not a Next Step!

For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. So in deal reviews and pipeline reviews, it’s not unusual for me to interrupt, cutting to the chase, asking, “What’s next, when will it happen?”
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