Posts filed under: Leadership & Management

In 1972 Irving Janis, a psychologist, coined the term groupthink to describe how groups of people can make bad or irrational decisions. In a groupthink situation, each member of the group attempts to conform his or her opinions to what...
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What if business consultants were paid more to solve problems in less time? In other words, what if business consultants were paid less each day that passed without a solution being implemented? I bet there would be less studies and...
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Believe it or not, sometimes a dead product or service can come to life by raising its price. Let me say it again. If you have a product or service that isn’t selling, it may be priced too low. Price...
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As a salesperson, I always appreciated and benefited from great marketing: engaging white papers, compelling case studies, professional presentations, well-thought product marketing, competitive positioning, etc. Without doubt, great marketing makes a salesperson’s job a lot easier. That said, poor marketing...
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Forest and trees. As salespeople, there are times we overlook vague references to our offer as assumed benefits: faster, less expensive, more responsive, less downtime, greater availability, etc. These things sound good, but only take on real meaning when we...
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There are a lot of things a CRM solution can do to help a company stay organized, share information, and track performance. None of which this post is about. This post is about the thing I can’t find a CRM...
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“I just lost my biggest customer. What should I do now?” Some companies survive month-to-month on the relationship of just a handful of customers. Worse, some businesses survive in great part because of only one customer. Many sales reps live...
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I received an offer in the mail a while ago that looked great! Maybe too great. That’s the problem, it’s too good be true. Where’s the small print? I know somewhere in here there’s a catch. Why do I feel...
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I’ve attended good sales training in the past. And I’ve attended sales training that was pretty much worthless. Interestingly, as a sales manager and executive, I’ve sent few salespeople to training. The reason isn’t that I don’t value training, it’s...
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Sometimes all you have to do is make a call or send an email.  Just ask, follow-up.  Being there is half the battle.  Often that’s all you need to do to surface a new order — make contact. When someone...
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