Goal Setting. Everyone talks about the importance of setting goals, but surprisingly it can be very easy to foul up or worse, get off track in the pursuit. This week’s blog is going to be short and sweet and walk you through a goal setting process that keeps your eyes on the right things, and gives you greater chances of hitting your goals. It works for me and I hope it works for you just […]

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For many years sales leaders, consultants and professionals have all extolled the virtues of having a well defined sales process. I’ve been one of them for many years. But my thinking has begun to shift and I’m asking myself if we should even talk about sales process anymore. But let me back up a bit first. It’s been said many times, many experts, that buyer behavior is changing in fundamental ways. And it’s true! […]

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“Outstanding people have one thing in common: An absolute sense of mission.”      – Zig Ziglar   Why do companies create mission statements? To impress their employees? Customers? Investors? Maybe all of the above? Of course that’s the cynical way to look at it. Many companies actually create mission statements to define the mark they intend to make in the world. How and where they will do “good work”. How they add value and […]

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“What Sales Methodology do you subscribe to?” I was recently asked this question and really struggled to answer it. I think I mumbled something about being focused on the Buyer Journey, but of course that is not a formal methodology. Then I mumbled some more and then changed the subject. As my son would say… Major fail! Kind of embarrassing for someone in my position. While I have taken teams through SPIN Selling, Solution Selling, Challenger […]

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