You Can’t Afford Cheap!

What is it about cheap, deep discounts, clearance, everything must go SUNDAY SUNDAY SUNDAY sales that make people stand…

They Are All Watching

Observing, listening, evaluating, watching to see what you will do and how you will handle it. Maybe not on a conscious…

Scaling the Customer Relationship

Tired of the way sales has been done over the last several decades. Tired of the endless pressure management puts on…

Without Specifics You Are a Wandering Generality

There you are, running a moderately successful company with a handful of happy clients and you decide you want to grow…

What Teams Can Learn from Great Jazz Bands

Great project delivery is like great music. When it's done well everything fits together seamlessly and it elicits an…

Why You Should Burst Your Warm Safe Bubble

Have you ever met people that when presented with an obvious path to something better they reject it out of hand? Even…

Everything We Do Tells A Story To The Client

When we are invited to participate in a bid or the sales team uncovers an opportunity we have the unique chance to tell…

Characteristics Of The Best Consulting Firms

o you are fresh out of college with an advanced degree in business or you are looking to enter the consulting world and…

Bring Your A Game or Don’t Bother Showing Up

Anyone who claims that business development, winning strategic deals and building lasting relationships is easy really…

Don’t Be Disposable

I'm not sure when we made the switch, I think it has been more gradual over time. Many things today are manufactured…

Would You Buy What You Are Selling

It's a great question, one that salespeople should be asking themselves constantly. It is the purest barometer of the…

To Be Credible, You Must Be Visible

Your company is chock full of smart people that deliver high value. You have a product that can make the lives of your…

Everything Starts With The Leader

Have you ever looked at your children and thought, Why do they act that way? Why do they speak that way? Why do they…

Salespeople Dislike CRM? This Is How They Can Learn To Love It

Time: The most valuable thing a salesperson possesses. How the salesperson uses the time they have determines their…

Stop Gambling With Your Revenue Production

We have all heard the definition of insanity to the point of nausea "Doing things the same ways and expecting different…

Consistency In Your Rituals Is the Difference Maker

Ever have any New Years Resolutions that you didn't keep, gave up on or never started? Of course, you do, we all do.…

The Why Is The Hardest Thing To Uncover

WHY? That annoying question a most 5 years olds ask over and over again about seemingly useless things. Why is the sky…

The Mirror Never Lies

Ever heard the saying "You are where you are because that is where you choose to be". If you tell this to ten different…

The Power of a Prescriptive Approach in Private Equity

rivate Equity (PE) firms worldwide make money a few different ways including management fees and carried interest.…

Fix Your People Problem and Your Revenue Problem Will Fix Itself

There is a ridiculous circle many companies (Especially Large Public Companies) go through when revenue begins to fall…

Fox Hunting, A Critical Skill For Sales Success

Ever had an account your chasing where you seemingly do all of the right things and you still fail. You are connected…

G2 Crowd: Sales Research Gold

If you have read any of my posts over the last several years you know I am a huge proponent of your salespeople being…

Developing A Comprehensive Market Strategy

Whether you are a new startup, established market player or Fortune 500 company, having a well design and thoughtful…

Buyer Profile: The Key To Sales Success

So you know your industry, you know what companies would be great targets for your products and services. You have…

Characteristics of an Effective Leader

Every leader, whether it be a company, organization or country wants to inspire people to support them and follow where…

Want More Sales Success? Serve Better

People go into the sales field for various reasons. Some enter the field because it is what they are naturally inclined…

Plop Plop Fizz Fizz

Absolutely brilliant, amazingly simple but brilliant. One of the simplest examples of advertising that not only gets…

Put away the spreadsheet, Follow Your Instincts

Want to watch people get it wrong? Take a look at past decisions made by company executives and boards based

Is Your Business Lost In The Desert?

Have you ever noticed that companies that were once strong and growing sometimes drift into obscurity and eventually…

Are you operating at peak capacity?

An interesting title isn't it? When you look at the title you might think this post is about our level of productivity,…

Hold Fast To What You Know is Right

Every day we are faced with decisions, decisions in business, socially and in our families.

Do You Hire For Skills Only?

Here is the question, " Do you hire and manage for skills or natural aptitude".  You are not your job unless you are,

The Curse of Knowledge Is Costing You Business

We have all been in meetings with salespeople or teams that, by the end of the meeting, you have no idea what their…

It Goes Much Deeper Than Margin and profit

This is hard to put into words, it's like trying to describe an emotion in a way that you can get people to understand…

MuleSoft: Managing the Speed of Change

It is an all to familiar story, a story that keeps repeating itself over and over again in information technology.

The Essence of the Entrepreneur

What is it about the entrepreneur that drives them too start their own business. The drive to risk it all and launch…

Sales Opportunity Mapping: Explained

Opportunity Mapping: The formal process of actively seeking, tracking and contacting referrals to new clients and…

High Demand? Create a Rapid Response Team

It is always interesting to see how different companies respond to a rapid increase in demand, especially if the…

Discovering Your Unique Value Proposition

Many companies find themselves struggling against the competition, not being able to make the headway in the market…

Building a following and Customer Base Through Educational Marketing

Face it, we live in a highly competitive marketplace for virtually every product and service category in the market…

6 Critical Metrics for SaaS Companies

The growth of the SaaS industry is on track to hit 50.8 Billion by 2018 according to IDC. This is phenomenal growth

How Well Do You Know Your Market and Prospects

The standard recipe is as follows; create a business, file the paperwork with the state, create product or service…

How You Define Value and Why It Matters

People say the value is all in the eye of the beholder. This is true because different people see value in different…

Passion Drives Creativity and Excellence

The recent movie The One Hundred Foot Journey starring Helen Mirren and Manish Dayal is not only entertaining but a…

Innovate or Die

Just because something has been done a certain way for a long period of time does not mean it is the best way to do i

If You Are Going To Be Anything In Business, Start With Being Ethical

Every company in existence has had problems with customers, have failed in delivering products or services or had a bad…

Don’t Get Stuck In The Weeds

Every salesperson, in every industry and every company, strives to build relationships with customers that go beyond…

The Consulting Model: Solution Delivery

Have you ever heard the saying "The rubber meets the road with delivery"? This is so very true in the consulting…

The Consulting Model: Account Delivery

There comes a time in the life of a consulting firm when the practice leaders reach a point of time saturation…

The Consulting Model: Sales Teams

Sales Alignment: One of the most debated topics within consulting firms both big and small.

The Consulting Model: Reimagined

The Consulting industry is ripe for change. The traditional method of doing business has resulted in never-ending

Eight Things Entrepreneurs & Salespeople can learn from Shark Tank.

Entrepreneurs and salespeople do not realize they have access to nationally televised sales and business training…

The Importance of Perspective

We all work hard, strive to meet customer demands and generally do the best we can in our careers.

When Hiring For Sales, Look Beyond The Resume

When hiring salespeople, most of the attention is focused on the candidate's past sales track record and the depth of…

It’s Impossible To Hit A Target You Can’t See or Know About

Many people have been in company planning meetings where the executive team says something to the effect of

Engaging The Entire Company in Sales Production.

Every year, sales teams of most companies create their annual forecast and revenue projections.

Change The Conversation With Your Clients in 2018

It is that time of year when sales teams across the spectrum receive their 2018 sales quotas and begin in earnest to…

Put Yourself In Your Customer Shoes

It is the start of a new year and legions of salespeople will be hitting the streets to sell products and services to…

The Curse of Knowledge Is Costing You Business

We have all been in meetings with salespeople or teams that, by the end of the meeting, you have no idea what their…

The Job Market, Your Future and Your Personal Brand

The traditional method is not working any longer and the way we were taught to think does not apply any longer.

Your Company’s Character Matters

Most every company has a mission statement, corporate vision and set of marketing messages that most people in the…

What Does Proper Sales Planning Look Like?

Every year sales teams in every industry go through a planning process for the upcoming year.

Going From Startup to Scale

It is an all to familiar story, a new business opens in your community, t

Maximizing Remote Employee Engagement is Mission Critical

Today's modern economy and methods of work have shifted from the large collocated workforce to the distributed,

Understanding the People, Process and Technology Equation.

People, Process, Technology, many consulting firms have made grand statements that they understand and can optimize…

7 Ingredients For A Successful Company Launch

Over a half a million businesses are started every year in the United States. The sad statistic is that within three…

Understanding the Back-Story for Proper Deal Positioning

When a deal is lost, good salespeople want to know why it was lost so they can better position their offering in the…

Why You Should Start A Customer Advisory Board

Having your finger on the pulse of your customer’s current and future needs is a critical piece of your overall product…

New Account Penetration: A Method

Most salespeople are tasked with finding, opening and selling to new customers every quarter. This is an area where a…

Creating Velocity in your Sales Process: A few Tips

Every company would like to sell more, increase revenue and see strong year over year growth. Most companies tend to…

Creating a “Value Understanding” With Your Technical People

"Technically they were very sharp but they did not have business understanding" Through my years in sales and marketing…

Ingenium Solutions: Raising The Bar in Talent Acquisition

When companies are looking to augment their staff with additional resources to get through a busy season or handle a…

Don’t Commit The Sin Against Time

We live in a microwave society, we love convenience, speed and having things right now and we get irritated when this…

Going To War Without Bullets

The typical answer to increase company revenue is “Just Hire More Sales People”, which is a very simple answer to a…

Getting The Mix Right

Ever been to a concert or live event and just thought something is not right, you can't quite put your finger on it...

Quote 2 Cash Consulting: What’s Missing

In today's consulting world there is a relentless focus on the Quote 2 Cash (Q2C) Ecosystem.

Your Team is Smart, But Nobody Knows It

Thousands of small companies in operation today have some of the smartest and most accomplished people working for…

Gaining Market Share Through Orchestrated Disruption

Volcanic eruptions are usually predicted based on increases in small seismic movements over a specific period of time..

Guerrilla Marketing=Quality Content, Creative Outlets, Message Consistency

Have you ever researched how much a thirty-second commercial spot during the super bowl costs?...

Ideas Are Purely Academic If You Can’t Execute

Almost every person we meet in our careers has had a business idea(s) at one point or another in their life...

Deliver Excellence or Nothing At All

Many companies strive to create a strong reputation in their market and industry at large...

Taking Your Business From Good To Great

Every business wants an edge over the competition, to stand out in the market, to be the market leader

Why Your Company Should Be Marketing Centered

What is the primary function of business? To find, service and keep customers at a profit......Period! 

Without Quality Client Relationships, Nothing else Matters

Quality... Its a word that is overused in today's corporate world, but what is quality really?

Abstraction is the Kiss of Death

Look at the picture above, what do you see? A bunch of colors, clouds, ships on the ocean, a rainbow or a monster truck…

Five Things You NEED to do before launching your marketing efforts

Here is the way the story normally goes. An entrepreneur starts a business, scrambles to put up a website, prints some…

Strategize | Create | Educate | Manage……Dominate

It is a sobering statistic, eight out of ten entrepreneurs who start a business will fail within the first eighteen…

Don’t Engage In Mushroom Management

Mushroom Management, if you have never heard it means keeping your people in the dark and feeding them crap. Needless…

Pay Attention and Listen Closely or You Could Miss It.

How many times have you been a part of a discussion in which many details are given and afterwards every member of your…

The Bus Matters

Would you get on this bus if it pulled up and offered you a ride? Im guessing probably not, you would look at the bus…

Can Your Clients See Your Commitment?

If you are in sales you interface with clients on a regular basis. You meet them for lunch, have phone calls with them,…

Customers Buy Outcomes, Not Products and Services

Why do customers buy anything? This is most basic question that is lost on 80% of business people across every…

Your Environment Affects Your Performance

Have you ever noticed that you feel different based on the environment you are in. A chaotic and disorganized…

Who Gives a Damn About Your Business Besides You?

Our product has more features than the competition, It’s built on better technology, our product is cloud based, our…

Building a coalition of partners to deliver value and grow revenue

If it is not your secret sauce, then outsource it. I heard this statement several years ago and the more I think about…

5 Things Sales & Marketing People Can Learn from a Farmer

The Farmer: A person of patience, faith and strong work ethic who understands the seasons and how to make the most of…

Good is the enemy of great

You are only as good as your last performance, delivery, game or success. This may seem like a harsh statement but it…

Common Mistakes in Marketing You Should Avoid

You have a an idea, a new product or a twist on how to solve a common business problem. You decide to start a business,

Hitting The Relationship Wall

Your in sales, you have identified a client that you know would be a great fit for your product or service. You begin…