Recently, I’ve been somewhat fixated on the concept of methodologies. I wrote Which Sales Methodology and The Next-Gen Sales Methodology....

Not every customer is “our” customer or even a potential customer. It’s common sense. We know we are supposed to...

Tools, systems, processes, training are not enough. To be effective as sales enablement teams and managers, we need to show...

Orrin Broberg, wrote a great post: 5 Critical Sales Enablement Mistakes To Avoid. His first point was stunning in it’s...

I get into a lot of conversations about forecasts and pipelines. Sometimes, people tend to use these terms interchangeably. They...

I am probably sounding like a broken record. I apologize, but I think we are missing a huge shift in...

One methodology is probably insufficient to meet the demands of today's market.

Are you getting the most out of your pipeline reviews or are you just having status reports?

I suppose it’s normal to see the flood of articles, prospecting emails, calls and such on “sales technology.” Dreamforce is...

Ironically, while buying is getting more personal–more about people relating to people, selling seems to be, increasingly, less so.

A couple of people I deeply respect have written outstanding pieces arguing that we have take sales role specialization too...

“Sales is all about people!” It’s been one of those throw away terms all of us have heard about selling...

Right now, open up your CRM system. Go to the opportunity tab, look at your sales process steps. It will...

Who are you learning from?

When we engage our customers in discussing opportunities, we know it’s critical to understand “why.” Why are they considering making...

What if rather than looking at making selling more predictable, we changed our thinking to make buying more predictable—both for...

The discovery part of the buying and selling processes are, perhaps, the most important part of the process. It is...

Is your company culture surviving the current crisis?

What is your revenue telling you about your company?

For us, the “deal” is about getting the PO. But for the customer it’s always about something bigger.