Chronicles of a Sales Leader: Resolve to Lead
While I'm not necessarily a traditional New Year's resolution kind of guy, I do take advantage of the idea a new year brings about...
Chronicles of a Sales Leader: Where Are All the Salespeople?
I'm a little disappointed in many of the conversations I’m having with salespeople lately. I've been hearing things like: "My phone isn't ringing."...
Chronicles of a Sales Leader: Sales Effectiveness and the Tech Myth
Let me start by saying I'm no "techno weenie." In fact, I spent most of my days on the front lines before much of...
Chronicles of a Sales Leader: Tough Times Call for Solid Leadership
Downward revenue and earnings reports dominate business headlines, and it seems impossible to avoid a conversation about the economy with friends and co-workers. Yet...
Chronicles of a Sales Leader: The Rise of Procurement
Guess who's been invited to the C-Suite? From cubicles and offices salespeople have been taught to avoid at all costs, the procurement...
Chronicles of a Sales Leader: Moving Cheese the Right Way
Certain things in life just seem to go hand in hand: thunder and lightning, salt and pepper, pigs and mud. Similarly, tough...
Chronicles of a Sales Leader: Time: The Ultimate Currency
When you compare the resources available to most companies, it hardly ever seems fair. There are always those that have more people, a bigger...
Chronicles of a Sales Leader: The Corporate RFP: Pass or Play?
I'm not a big fan of absolutes. Perhaps that's why I enjoy the profession of sales so much. It's a sea of unpredictability as...
Chronicles of a Sales Leader: Filling the Funnel
It's a new year and there are some common themes that are resonating in the strategic plans for those charting a course to succeed,...
Chronicles of a Sales Leader: The Lack of Sales and Marketing Alignment in Organizations...
"If only there were more leads for the sales team." "If only the sales team would actually do something with the leads they...
