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...

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, ...

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...

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 ...

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...