Sales Process Engineering

The most difficult lessons aren't the ones we learn the hard way. They are the ones we re-learn the hard way. I know, I've done it. Years ago, I managed a sa...

Last week, my good friend Scott Sorrell, "Mr. Charge Higher Prices", and I had the opportunity to discussed a problem we often find in companies who fail to ...

When I hear people speak of change, what they are typically referring to is improvement. What they don't realize is change ≠ improvement. Improvement is a su...

As many Americans vote in today's mid-term elections, I can't help but think back to November of 2016. Most memorable to me is the almost unanimous failure i...

Interacting with our clients is a constant education, for them and me. As you would imagine, I learn a lot about their requirements, needs, and dreams. But, ...

Over my career, I have watched sales representatives during countless sales calls and listened to them as they cold called prospects over the phone. Somethin...

What makes an organization successful? The same things that make an individual a success, good habits. It's doing things the right way repeatedly over time. ...

As I sit at my desk this morning writing the first draft of this blog, the clock shows 5:21 AM. I have just over an hour before I need to be in the pool. I h...

Earlier this week, I had a great conversation with an executive consultant. He told me about one of his clients. The booming economy is being very good to th...

I hear people say, "Work smart, not hard." I don't know what these people do, but it isn't sales. In my 25 plus years in sales, I have learned the correct wo...

Last week, I had the pleasure of attending an outstanding presentation. The speaker commented that during space travel, rockets are typically off coarse roug...

We've all heard the common expression used to inform someone he has come to the wrong conclusion. Do the math implies that the facts and figures don't add up...

If you know about Sales Sigma Consulting, you already know about our commitment to the Triple Bottom Line (People-Planet-Profits). But, have you ever thought...

As a dive master, I have had the pleasure of taking many divers on adventures they had only dreamed about. My favorites were wreck dives. In San Diego, we ha...

If you built a better mouse trap, you didn't do it to have a large inventory sitting in a warehouse. You built it to be used and it won't be used if it isn't...

In my years as a sales leader, I have traveled with more sales reps than I can count. The mix goes from the very effective to the struggling. The difference ...

There was a time when people thought heavier objects fell to the Earth faster than lighter objects. It is easy to see why. A rock does fall faster than a fea...

Over the last couple of days, I have come across several articles written by sales consultants describing why other sales consultants have fallen short in de...

When IBM developed BANT (Budget, Authority, Need, Time) as part of their sales system, they were selling the best solution. The saying, "No one has ever been...

Much of Toyota’s success over decades has been attributed to Toyota Production System (TPS) or Lean. So, while the US auto industry charged ahead on its chos...