“Victory has a 1000 fathers, defeat is an orphan,” is a quote popularized by John F. Kennedy. It has applicability to sales as well, where salespeople, managers and others are quick to claim/celebrate responsibility for winning deals, while shunning proposals that are lost, or worse,...

In this 12-part series, each blog examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “Our sales teams are effective at surfacing the specific reasons why certain customers stop doing business with us.”This week’s best...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “As part of our performance review process, our organization consistently develops and ensures implementation of personalized performance improvement plans.”The underlying philosophy...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: "When we lose a salesperson (voluntary/involuntary) we consistently determine the reasons why."You’ll hear CEOs say, “Our people are our most important/valuable...

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...