Special Announcement Selling Through a Slump: Live Q&A on Selling in a Recession 2 p.m. EST November 19, 2008 These are tough times in the selling business. Customers are ordering less, postponing sold business, trimming the number of suppliers, and...

“What is that guy doing now?” It was just an odd maneuver. Something out of the ordinary from what would have typically been an everyday experience at the drive through of a Burger King. Read More...

So, as I look down the barrel of the 2008 calendar, I really only have two choices. No, not the political choices-the attitude and activity choices. read more Read More...

Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role. read more Read More...

To describe CD I’m going to use the illustration of flying as a passenger on an aircraft. This illustration is straightforward and easy to apply to the concept of CD and all of its ramifications, symptoms, causes and solutions. read more Read More...

No need for a cute tag line here. Let us get directly to the most puzzling part of any plan. What makes it so hard for our team to close deals? Read More...

It's pretty difficult to conduct "business as usual" when the recent economic news has been anything but "usual." With the threat of recession looming on the horizon, new prospects have all but disappeared, existing customers are...

Let's say, for the sake of discussion, that a salesperson decides to pursue a competitive opportunity feels the prospect is going to provide an honest shot at the business. His organization has defined and documented a series of its' own most...

I hope by know, we’re all painfully aware of the costly lesson this economy has taught us. The skills, the thinking and the strategies that got us here today will not take us where we want to be tomorrow. And these uncertain times have highlighted more...

Most sales leaders will not have experienced such a severe economic downturn before. My advice is quite simple: “Stay focused, constantly challenge paradigms, but always keep the overall sales strategy sharply in focus” One of the key tasks...

In my position as a sales development thought leader and expert I get to hear what many salespeople in many industries are encountering for resistance. I n the last few weeks I've heard way too much about deals getting suspended due to spending freezes...

The single most common mistake that organisations make is promoting their number one salesperson into the role of sales manager, thereby depriving themselves in a single stroke of their best producer and hamstringing their sales force with an ineffective...

Down markets provide an excellent opportunity to survey your business practices and evaluate them for maximum efficiency. After all, if you're seeing fewer customer opportunities, two options for growth are to spend more money on advertising to attract...

This may seem like a fairly simple question. As an author who has written, trained and spoken on leadership for a number of years, I know there are nearly as many definitions as there are people to define it. read more Read More...

Desperate sales managers have been known to place a hot opportunity (based upon the salesperson's opinion) onto a forecast without any realistic probability of closure other than blind faith and happy ears. Since the manager is now operating on a...