The Mis-Measurement of Sales
How frustrating would it be to play a game when the scoreboard is always wrong? That’s what happens when you manage with bad[…]
Going Down the Up Escalator
When we stand still in the technology business, we are going backwards. Just when we figure things out, the market rolls the dice[…]
Once Upon a Time in Sales
Old Timer: “When I started in sales, I had to knock on every single door in my territory” Response: “When you were in[…]
Three Ways to Handle Sticker Shock
Be thankful sales is so hard. That’s why it pays so well. What do you do when you are priced way higher than[…]
If it isn’t true, it should be
It’s graduation time at schools all over the USA. One of the most celebrated graduating classes of all time became famous because of[…]
Hacks and Quacks
A person in commodity sales needs to be fast, knowledgeable, and responsive. Those same traits will kill you when selling high value, complex
Drill Sergeant Attitude on Sales
With Veteran’s Day and Thanksgiving both falling in November, it’s a great time to show “gratitude for the attitude”. These are my favorite[…]
Wrong Question – Right Answer
Google spends 3/10 of a cent to provide answers to each online search, but they earn about 26 cents for each question posed […]
Two Ways to Get Through a Boring Meeting
Boring presentations and meetings are an occupational hazard for those of us in sales and management. How can we cope? To learn how[…]
Evolution of Sales: Three Hot Takes
David Mamet, the Pulitzer Prize winning screenwriter and playwright (Glengarry Glen Ross) says a great ending should be “surprising but inevitable”. What’s the[…]