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19 May

Posted at 15:20h in Uncategorized

The Counterfeit Epidemic in the Celebrity Autograph Market The autograph market is booming, with signed memorabilia from celebrities, athletes, and historical figures selling for extraordinary sums. But where demand and money surge, fraud follows—and the flood of counterfeit autographs has become impossible to ignore I have some familiarity with the autograph market...

12 May

Posted at 15:18h in Uncategorized

So, Who Exactly is the Key Decision Maker, aka Economic Buyer? While many use the term “key decision maker,” I prefer the term “economic buyer,” as popularized by sales trainers and authors Robert Miller and Stephen Heiman.1 There is always one person—or sometimes a small group—who fulfills this role for a given...

06 May

Posted at 19:46h in Uncategorized

The Myth of “Anything’s Possible” Can an amateur golfer sink a 50-foot putt while blindfolded? Sure. It’s also possible to survive going over Niagara Falls—and a small number of people actually have.1 But in both cases, the keyword is possible, not probable. A professional golfer sinks a 50-foot putt only about 3 percent...

20 Apr

Posted at 18:48h in Uncategorized

We have all seen cartoons of a dog chasing the garbage truck down the street.  What happens when the truck stops and the dog catches it? Frequently, the dog is left uncertain, unsure of what to do next, and simply barks in confusion. A similar scenario often unfolds in enterprise sales. A...

13 Apr

Posted at 13:51h in Uncategorized

Lessons From Bad Managers Over the course of my career, I’ve worked for more than a few poor managers—enough that choosing just one as the worst would be nearly impossible. Instead, I’ve narrowed it down to three who left the deepest impression. Ironically, I’ve also been fortunate to work for some...

07 Apr

Posted at 14:16h in Uncategorized

Think about the last time you attended a meeting where a seller utilized PowerPoint slides to present their offerings. Did the presentation effectively persuade you to give more serious consideration to their company? Many have bored me to fight to stay awake. This is probably because the seller utilized the company’s...

19 Mar

Posted at 14:57h in Uncategorized

Reasonably accurate sales forecasting has been a persistent challenge in every sales organization I’ve encountered throughout my career. The question is simple: why can’t sales pros forecast their deals to close this month and next month with even 60% accuracy? On the surface, it should be straightforward. In reality, it...

19 Mar

Posted at 14:53h in Uncategorized

Why use the Player/Coach Model? This hybrid approach combines hands-on contribution (Player) with team management and mentorship (Coach). It is common in startups and agile organizations. The model offers leaders who both do the work and shape strategy.  It can be deployed in sales and non-sales positions. Rethinking the Player/Coach Model in...

12 Mar

Posted at 20:31h in Uncategorized

Can a sales pro with little formal training—and only a limited understanding of the enterprise sales cycle—consistently exceed quota? Most sales leaders would probably say no. After all, today’s complex selling environments demand structured methodologies, disciplined qualification, and carefully managed sales processes. Yet during my career, I encountered a salesperson who seemed...

27 Feb

Posted at 14:50h in Uncategorized

Demonstrations Don’t Always Go as Planned—Here’s How to Recover Have you ever experienced a product demonstration going awry in front of a prospect? Perhaps the internet connection failed, a technical glitch appeared at the worst possible moment, or a critical feature didn’t perform as expected. Maybe some attendees struggled to join...