I attended the wonderful SAVO sales enablement conference this week. I learned a lot, added gobs to my IQ, met folks doing interesting things with sales enablement, and had a great conversation with the lovely, kind, smart ideas-guy Jeff Summers.  I left with some concerns: many folks I spoke with are using sales enablement as a solution to much larger sales problems. But [...]

For some reason, when companies get scared, and the economy is in question, they hold back innovation and do ‘the meat and potatoes’ stuff. They are actually holding back possibility and ensuring lower ROI as they revert to doing the things they know will work and are able to track.
Why? In my innovator’s mind, that [...]

I’ve been frustrated of late, as I witness the field of digital selling – marketing automation, telesales, and lead gen – talk about following the buying process.
Indeed, they are only following the last 10% of the buying process. Look at this illustration:

Before buyers get online, or know fully what they need, or are ready to choose a [...]

A colleague recently told me that ‘sales questions are hot now.’ But I don’t know what that means:

what is a ‘sales question’?
what makes them ‘hotter now’ than before?
what is their intent?

I’m going to go out on a limb here and make a guess that a ‘hot sales question’ is defined as the ‘right’ question to [...]

As the 5th installment of a 6 part series called Making Change Work, this podcast is about buy-in:

what buy-in means in terms of the change management process
how and when buy-in occurs
why people do not buy-in
how a leader can get someone who is resisting to not only buy-in but to do so happily
when the change agent [...]

As a Buddhist, I know how I’m supposed to Be: let things go, trust that all is well just as it is, stay present, don’t blame, and know that everyone is doing their best.
Right. But I can’t always achieve that state of non-judgment, allowing, and forgiveness. Editors who delete all the wrong parts; staff making far [...]