Embrace your Negative Nancy
No one likes a naysayer, but sometimes she can be the most valuable person in the room. Too many business teams shoot the messenger...
Time for Sales Managers to Tip the Boat
Low performers, mid-level performers and even high performers need ongoing management. It does not assume high performance, and once high performing, does not assume...
The Secret to Channel Success: Quit Excel
A lot of channel programs are still being managed with Microsoft Excel spreadsheets. It’s far more common than you’d expect, even in some of...
The Brain Is a Lazy Decision Maker
Do you believe prospective buyers are generally rational? Do you assume that the more information and evidence you pile on them, the better your...
Plugging the Brain Drain
In the medical technology industry, there is no resting on your laurels. Even if you are a leading manufacturer of robotic-assisted, minimally invasive surgical...
On time and on target
Being a fan of professional basketball and a regular viewer of televised games, it occurred to me recently that the NBA has some of...
Kindergarten Closer
Is it possible the most important training for your top-performing salespeople came before they closed their first deal — or even chose a career?
A survey of...
Why You Shouldn’t Hide Your Marketing Budget
It’s interesting to see how different people handle the discussion of money when it comes to designing their marketing collateral or a new website,...
Who’s In Charge?
What industry has had to change, adapt and overcome more in the last five or so years than the financial services industry? Maybe healthcare,...
Does Lead Scoring Miss the Point in B2B?
Although we sometimes forget, the business-to-business (B2B) market is very different from the consumer market. For starters, most business purchases are rational rather than...
