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Your Sales Management Guru

Building Organizations Through the Execution of Strategic Sales Management

Last Build Date: Wed, 24 May 2017 20:21:24 +0000


What Separates Ave Firms from High Performing Firms?

Wed, 24 May 2017 17:42:42 +0000

What Separates Average Organizations from High Performing Organizations?  Yesterday I was interviewed by Keith Lubner from ChannelEQ ( on his Pod Cast Channel, while the theme of our conversation was focused on the IT Channel and Partner community as well as the Vendor environment, one of Keith’s insightful questions was: What separates the average or […]

Building Belief for Sales Success

Mon, 15 May 2017 15:18:44 +0000

Building Belief for Sales Success NOTE: This past Friday, we started another Sales Management Boot Camp,( they run 8 weeks in a live interactive Peer Group setting along with a series of self-paced video learning and templates), the first session is on Building Sales Culture, Leadership  and Management Styles.  This topic of Building Belief becomes […]

No Challenge, No Change

Mon, 01 May 2017 15:26:36 +0000

No Challenge, No Change After spending a day working with a client and their sales team, we normally set up three follow up web based sessions to ensure our recommendations are acted upon and their sales team actually changes.    After the second web based training it is my opinion that the organization most likely will […]

Sales Management Thought Leadership:  efficient effectiveness

Thu, 20 Apr 2017 13:14:42 +0000

Sales Management Thought Leadership:  efficient effectiveness As an Eagle Scout I can discuss the topic of “Be Prepared” easily and based upon my upcoming vacation next week it could lend more credibility. Last year I had to catch two planes and a ferry to end up on an island in the Caribbean, while that sounds […]

Be an Optimized Sales Leader

Mon, 03 Apr 2017 14:45:41 +0000

Be an Optimized Sales Leader In every business cycle new ideas are built and strategies-tactics attempted to create a positive impact on the organization. For example, the role of quality control, Lean and Kaizen Management have been implemented in many areas of business to improve performance. In most cases each of these “re-engineering” type programs […]

The 4 Levels of Sales Intelligence

Mon, 20 Mar 2017 12:17:57 +0000

The Four Levels of Sales Intelligence By Jeb Blount, Author of Sales EQ:  How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal The speed and complexity of the modern marketplace is the domain of intellectual agility. Ultra-high sales performers possess four types of intelligence that are tightly intertwined, each connecting, affecting, […]

The Perfect Close

Mon, 13 Mar 2017 13:47:32 +0000

The Perfect Close -a book review- 21 page corners turned over! For those past readers of this blog and my book reviews you know that is an excellent rating.  For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the […]

It’s Time to Recruit-not necessarily to hire,, Lesson from the Super Bowl

Mon, 06 Feb 2017 12:46:15 +0000

It’s time to Recruit-not necessarily to hire. A Super Bowl Lesson After 8 days and 6 different cities I hope to make sure this message is clear-it’s been a busy week! I missed last week’s blog because of some of that travel but I also wanted to make sure everyone had time to consider the […]

More Sales Less Time

Tue, 24 Jan 2017 14:41:14 +0000

More Sales/Less Time -A book review- If want to exceed your sales goals this year-read this book… I am not sure how some people do it?   Jill Konrath has written three other sales related books and now she hits the mark again with More Sales/Less Time published by Penguin books. This book sets a different […]

Slammed! Sales Management Book Camp

Mon, 09 Jan 2017 14:08:12 +0000

KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed! The New Sales Manager Boot Camp We hear these comments all the time: Revenues are flat We have too much to do, […]