Blog

What is Rest?

24 February, 2015
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A few weeks ago, I traveled on a Monday to a client meeting in Dallas.  Knowing that I was going to be out of the office for 2 days, I took some time on the Sunday before I left to get some things done so that I could leave with a “clean slate”.  I only […]

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Should We Chase This Deal or Not?

17 February, 2015
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Should I chase this deal or not? Whether you’re a sales VP, sales manager, sales rep or even inside sales person, this question comes up (or at least should come up) regularly. But unfortunately, there’s no “silver bullet” way to answer it. Perhaps if we had all the time in the world, then we could […]

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A Few Simple Steps to Start Lead Nurturing

05 February, 2015
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This week, I’ve asked Missy Heilman, a longtime colleague and friend to offer up some thoughts on Lead Nurturing. Missy is an expert (and I don’t use the term lightly) in the areas of Lead Management, Lead Nurturing, Strategic Sales & Marketing Process Integration and Lead Management Analytics. She has a deep understanding of Marketing […]

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According to research conducted by office supply chain Staples, 63% of small business owners don’t have a 5-year plan.  This is just one of the many data points that point to a problem with business owners and managers today: Lack of Strategic Planning. As I have interacted with executives at large and small companies, it […]

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The Five Question Sales Call

20 January, 2015
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Years ago as part of a client engagement, I accompanied one of my client’s sales reps in an effort to learn more about their sales process and their company’s clientele. During one particular call, we met the prospect in the lobby, exchanged pleasantries and followed him to his office. Once we arrived, he looked at […]

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