I was recently asked to describe what makes a great business leader. I am not sure I know how to do that, but here are 12 things that I have learned from mentors who were definitely wiser that me. 12 Things That Great Business Leaders Know A great leader is a pioneer, sometimes in a…
There is frequently a contradiction between the importance that sales leaders profess they place on account planning and their actual behavior. While recognizing the tremendous value that can accrue from this important sales discipline, they habitually revert to type and look for the deal they can close quickly. The greatest evidence of this is the…
Sometimes out of the recesses of our minds a flicker of curiosity emerges. That is always a good thing. Here is a question. Is the pace of technological change coupled with the rapid explosion of data a good thing? 90% of all the world’s data has been created in the last two years. How does…
Sometimes you have to step back and wonder what it is that makes those remarkably successful salespeople just so remarkable and so successful. I’m sure I don’t have the formula nailed – but there are six things that I have seen enough times to suggest to me that they make a real difference. This is…
In business, there are really only two things that you control; who you call on, and what you say when you get there. If you put the effort into deciding what customers you call on, you are much more likely to be effective when you get there. This applies as much to individual sellers as…
There is good news and there is bad news. The good news is that a sales methodology can dramatically increase the sales velocity of your entire sales organization, significantly increasing your sales revenue. The bad news is that not all sales methodology solutions are implemented well. There are few distinct topics in the world of…
