I'm sitting in my office--it's 97 degrees in the office, I'm fuming, it's been … [Read more...]
Tag: Accountability
80% of Customer Satisfaction Is Meeting Your Commitments -- The Little One's.
The Most Used - Useless Metric In Sales! Posted on July, 2010
For years I've been amazed by the number of very smart sales people and leaders … [Read more...]
Shortcuts Posted on July, 2010
It seems to be human nature to take shortcuts. We want results immediately, we … [Read more...]
Are You Playing At The Top Of Your Game? Posted on July, 2010
I know, I know, we use way too many sports metaphors to talk about selling. But … [Read more...]
Would You Trust This Man? Would You Trust His Company? Posted on June, 2010
For the past several weeks, there has been an interesting saga going on in the … [Read more...]
High Performance Sales, 10 Things Sales Managers Must Worry About Posted on June, 2010
Today, I am a keynote speaker as part of Microsoft's and Focus.com's Dynamic … [Read more...]
Getting Personal About Metrics Posted on May, 2010
Sales managers spend a lot of time talking about metrics. They measure … [Read more...]
Execution Is The Hard Part! Posted on April, 2010
The phone rings, it's a concerned executive. After pleasantries, we get down to … [Read more...]
What Do Formula 1 Drivers and Great Sales Professionals Have In Common? Posted on March, 2010
For sometime, I’ve been haranguing readers about the importance of the selling … [Read more...]
Your Selling Process--It's Not Optional, It's A Condition Of Continued Employment Posted on March, 2010
Everyday I speak with sales executives and professionals about how to improve … [Read more...]