There’s a popular TED Talk called “100 Days of Rejection” – a young entrepreneur apparently not satisfied with the frequency of morale-crushing events in his life, went in search of more. To conquer fear, he sought out, and in fact manufactured, situations where immediate and...

They say that once is an occurrence, twice is a coincidence, three time is a trend. In recent weeks, I’ve had conversations with CSOs at three different Small-to-Medium Businesses (SMBs) in the technology, telecom services, and manufacturing industries. In each case, they wanted to explore...

I’ve always enjoyed the concept of “dog years” – a dog ages seven years for every calendar year. The same principle applies, in a way, to online content. A story on social media from 2012 is about as useful as a piece of toast from...

Last week a client meeting prompted me to revisit a 2015 Forbes article written by my friend Ken Krogue. It’s full of great insights, and in particular the part of the story that resonates for me right now is the list he shares (provided by...

Transform your sales organization? What a great idea! Modernize the technology, improve processes, develop your people, research best practices and adapt them to your specific situation, and watch your revenues grow. Also, confuse, anger and alarm your team, and feel helpless as morale plummets and...

In the early1980s, it was pure serendipity that I was introduced to two guys who would change my life forever.I had started my career as a civil engineer, but later gravitated to training and sales. So when a friend mentioned that those guys– their names...

Warren Buffet has said, “The chains of habit are too light to be felt until they are too heavy to be broken.”Habits, both good and bad, get us through the day, and can keep us on track toward productive outcomes. But they can, and often...

Other blogs in this CPQ series have identified and quantified potential benefits of adding Configure, Price & Quote (CPQ) capabilities to your CRM implementation. This blog deals with you not doing so; what if you simply don’t?For starters, you’ll have plenty of company. According to...

Two Things You Don’t Know About CSO Insights’ ResearchEven if you participated in the first survey Jim Dickie conducted back in 1994, and in each year’s surveys since then, we’re doing two things differently in our 2017 World Class Sales & Service Study.First, we’re breaking...

Too often, when top performers are asked what makes them successful, they’ll say something like, “I’m lucky and I’ve got a good territory.” Seriously? This may be false modesty, an unwillingness to share their “secret sauce,” or they—or more likely, their managers—may just not have...