09/03/10 - Congratulations! You finally got your budget to hire a new sales person approved and you're ready to start recruiting a sales superstar. With apologies to Guy Kawasaki ...

08/27/10 - I was having a conversation with my colleague Tim Hagan this morning about the tendency for sales management to react (and sometimes overreact) too quickly. The conseque...

08/26/10 - If you're on a calendar year your VP of Sales is probably in the initial research phase of preparing their budget for next year. How much will they put in for sales trai...

08/17/10 - Dave Kurlan wrote another gem this week in his recent article "Sales Coaching is Like Baseball - How Do You Rate?" While Dave makes several great points, there's one I w...

08/17/10 - I was in a conversation with a CEO last week asking questions about their sales organization, the critical sales ratios they monitor, how frequently they meet, what they ...

05/07/08 - Sometimes you just have to get going. We're working with a client on their positioning statements and question funnels. It's all new to them and I sense their frustrati...

05/07/08 - Great sales leaders understand business-to-business sales (b2b sales) effectiveness starts with strong listening skills. These savvy sales managers know that their abili...

05/07/08 - I met with an executive from a top 20 commercial bank on Monday and had a conversation about their business banking sales team. He shared that he has recently set the ex...

05/07/08 - One of the more difficult aspects of b2b sales is letting go of our natural need for approval and asking the tough questions that lead prospects to make a decision. The ...