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Do you want to know what activities your sales professionals should be focused on? The first step is to figure out who are your Right Targets and Right Buyers (as I mentioned in Onboarding Sales [...]

Do you think that the key to salesperson productivity is activity? Many business owners and sales managers would agree. However, it is Right Activity that leads to productivity. And how do we get [...]

Most sales people hate this, while Sales Professional embrace it: Right Activity leads to the right results. So, how do you know what is the Right Activity? It starts with who you want in your [...]

Have you ever gotten a new client only to regret it months later? It has happened to all of us. However, the problem is even greater than it looks on the surface. Problem clients often keep us [...]

Is your business experiencing the right type of growth? On the surface, that may sound like a funny question – growth is growth, right? Not so. Focusing on the right type of growth impacts [...]

As we get started on the New Year, most people look forward at the year and think about what they want to accomplish. And that is a good thing. However, I also think there is some value in [...]

We all have heard something similar to this from one resource or another, “statistics show that 70% of the buying process is done by the time your prospect talks to you” – right? What is often [...]

A good friend of mine, Ken Schmitt, the CEO and Founder of Turning Point Executive Search helps companies find the right Sales and Marketing Talent to help them grow their firm. Ken has done an [...]

The F Word, Part II – Fear of a Depleted Pipeline “Confidence is a full pipeline.” This is one of my favorite catch phrases. It is probably one of the most important cornerstones of a [...]

Genuine Leadership – Dr.  Author E. Hughes Dr. Author E. Hughes, the architect of the University of San Diego from 1972 to 1995, passed away earlier this week. I learned the concept of [...]