December 6, 2011

Bottom-Line Selling by Jack Malcolm – Review

Dave Brock is a friend and someone I look up to as one of the true sages in the sales world today. (Find him on twitter @davidabrock and check out his great blog Partners in Excellence).  Dave wrote the foreword for Jack Malcolm’s recently revised and enlarged Bottom-Line Selling: The Sales Professional’s Guide to Improving Customer […]

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November 14, 2011

The Power of Time-Blocking, Solitude & Focus

Too few of us appear to be in control of our calendars. Smart phones and perpetual connectivity have turned many of us into addicts. Solitude is so seldom practiced that the thought of being alone and unreachable, even for an hour or two, makes us twitch. As a coach and consultant, I continually see sales […]

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October 12, 2011

Where Did All the Sales Mentors Go?

I’ve been kicking around a blog post in my head about sales mentoring for a few weeks. Just yesterday my friend, sales guru, and fantasy football expert, Jim Keenan, posted a great short piece challenging sales managers about their focus on activity vs. focusing on people.  And today I was privileged to have an energizing […]

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September 8, 2011

The Sales Team Needs Case Studies and Stories

Happy Day 3 of the 2011 Selling Season. Thanksgiving is 11 weeks from today. Keep sprinting. You’ll make it. And you will be amazed at what you accomplished by focusing like a laser between now and then. Run hard now. Rest later. I had planned to write about individual business plans, but that is being […]

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August 22, 2011

Get Ready for the Selling Season Sprint

My kids return to school today. And it’s a good thing. Not sure about you, but I’ve had enough of summer. Loved our vacations. Enjoyed the family time. The relentless heat, not so much. The fact that the only things still growing in our once-lush lawn are crabgrass and nuts-edge truly angers me. Even more […]

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