Blog

Jim Logan’s Coaching Program

I really enjoy my coaching program. I must admit, when I first launched the program, I wasn’t sure I’d enjoy it. You never know what will come of a new offering or what it will bring you. In the case...

Losing your customer

I clearly remember being in the conference room thinking What the hell are we doing? Our CEO just finished a rant on why we should be paid well for the products and services we provide. The crescendo moment came when...

The obvious secret to B2B sales success

As odd as is may seem, the purpose of selling isn’t to pitch your product. In fact, your product is pretty much worthless, until you associate it with something worth buying. People want to purchase things that do things —...

Want to offer a new client discount? Here are two things to consider

I’ve written before (I’m too lazy to link to it) how I hate offering discounts to new customers — I think it devalues your offer. Likewise, I’ve written (still too lazy to find the link) how I love offering discounts...

The Definition of Excellent Customer Service

There are a number of companies who pride themselves on providing excellent customer service — touting awards, testimonials, and rightfully proud of their ability to handle a crisis, restore service, and make right whatever is wrong. And yet, this has...

Who’s the smartest kid in school?

In school we’re taught to answer questions. Getting 100% on a test, being first to raise your hand, and writing the correct answer on the board generally means you’re the smartest kid in the class. But is it the answers...

Which sales rep would you fire?

Here’s your limited scenario: You’re a Regional Sales Manager in a $300M technology company.  The fiscal year is weeks away and next year’s plan requires a reduction in staff. The VP Sales just called to let you know your head...

Here’s the competitive analysis B2B sales teams need to compete

Every company engaged in complex sales should invest energy in periodic competitive analysis.  Many do, but most competitive analysis given sales teams is lacking in its worth to arm sales teams to compete. The bulk of most competitive analysis is...

10 slides to a better sales presentation

“It’s a complicated offering and we really can’t get through it in less than an hour.” That’s what I was told by a start-up technology company I met with at the request of a friend. My friend, the majority investor...

Playing without regret

I coach a lot of youth sports — high school and club soccer.  One of the mantras I have is play without regret. Playing without regret means when you look back at the game, you don’t regret anything you did...