Blowing the whistle on ineffective training

One of the most common complaints that sales trainers get from both salespeople and companies is that sales training in any form, whether via book, workshop, seminar or online course, has little or no impact for most of the men and

Two essential character traits for today’s selling environment

In today’s slower economy, the tension between a salesperson’s need to close a sale and the customer’s concern over buying the best product at the best price is more pronounced than ever.

What's Your Value?

We talk a lot in these pages and online at about improving the performance of others — coaching individuals up so they are more valuable to the larger goal.

Bulova’s Precisionist Watch Winner

From the Precisionist Champlain Collection.

Know when to walk away from a sale

Far too often, salespeople chase a low-value lead that will never pan out. Or they continue negotiating with a prospect whose primary concern is winning and paying the absolute lowest price.

Clarifying questions

People who had been “job-matched” in the first six months with appropriate sales positions outperformed, to a statistically significant degree, those who had not been job-matched. Moreover, the differences widened after 14 months. Finally, the turnover rates of job-matched individuals were much lower in all cases.


I know that seems mundane to many of you, but I feel a little more grown up. A little more professional. A little more empowered.

You see, when it comes to cell phones, I have obstinately been a Luddite, clinging to my circa-2006 flip phone while my kids upgraded and then upgraded again to paperback-sized smartphones with HD screens and cameras that outperform most SLRs.

Sales Training Without Accountability Is Pointless

Sales training is great. Many of the hundreds of companies that provide sales training do a great job. Their content is dynamic. Their speakers are inspiring. And their track record is impeccable. Their sales training teaches valuable skills and produces immediate results.

Unfortunately, 30 days after the training, very little behavior has changed.

How Sales Is Changing Before Our Eyes

5 Tips for Smarter Email Use By Sales Pros

1. Don’t let email control you

Don’t Let Your Top Sales Performers Stifle Your Business

“They’re driving me nuts!” aren’t the words most would expect to hear from a director managing a high-performance team. But as any sales manager knows, while top salespeople are essential to the company’s success, these high performers can also be “high maintenance,” causing problems that soak up management time and impact other team members.

The CMO Is Dead

I have some sad news: the chief marketing officer is dead.

Fortunately, I’m talking about the CMO position rather than a particular person. But the decline of the CMO’s influence is an alarming trend in companies that claim to put the customer first but in reality continue to be product-driven.

The enhanced role of the elevator speech

The Coolest Sales and Leadership Strategy - Ever

This is the coolest sales and leadership strategy ever invented! It is completely revolutionary. It is rarely practiced. B2B marketers and sales leaders can use this to get people to follow you almost anywhere, and to get people to buy almost anything. It can change the course of your sales, your business and your life!

What is it you ask?