Should You Set Goals?

Goal-setting is one of those hallowed practices that belong in every leader’s arsenal. We’ve all heard that people who set goals are far more successful than those who don’t.  And every well-run business has a policy and a practice of setting annual...

Four ways to practice sales

“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.”           That...

Teaching Your Organization to Learn

Becoming a learning organization – gaining the ability for an organization and its people to change in response to the changing world around them — may be the ultimate success skill for the Information Age. For adults on the job, learning is synonymous to...
Building Relationships with Customers

Building Relationships with Customers

So, you have created a customer, you’ve actually sold something, and you have some money in the bank.  Feel free to celebrate and luxuriate in the good feelings that bubble out of you.  That’s one of the fringe benefits to selling – it feels great when you succeed....
How to Navigate Difficult Times — For Sales Leaders

Navigating Difficult Times – Sales Leaders

We are in the middle of some difficult times.  Rather than belabor that point, I’d like to come to the heart of the problem:  What do we do?  We need to answer that question in an immediate, urgent basis:  What do we do right now? In an earlier article, I shared some...

How to Navigate through Difficult Times

We are in the middle of some difficult times.  Rather than belabor that point, I’d like to come to the heart of the problem:  What do we do?  We need to answer that question in an immediate, urgent basis:  What do we do right now? ...