It seems so obvious.
If that team member has a Blackberry and a company car; if they call on customers and help resolve their problems; then they must be a salesperson, right?
Well, maybe not!
Sure, that’s the way things have traditionally been done: the person in the field is automatically the salesperson. But, in many cases, today, […]

Here’s a favorite post of mine from our old Yahoo group …
Philosophies collide!
I was presenting a workshop in Darwin (Australia) recently when the manager of a (government-funded) organization objected that our methods focus only on the financial bottom line — and that they are not conducive with the concept of triple-bottom-line management.
Now, I must have […]

This week I was interviewed by Jim Blasingame on his radio show.  You can listen below (or follow this link: http://tinyurl.com/bk2rpt). 
Find interviews with Small Business experts on the Small Business Advocate show

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A slow economy does not have to mean fewer orders
As the economy slows, it’s likely that your firm’s order flow will slow too.
But, does it really need to?
For you to answer this question in the affirmative, two conditions need to be in place:

Your share-of-market needs to be considerable
Your sales function needs to be operating at […]

The emergence of cargo cults on some Pacific Islands after World War II is an amusing and oft-repeated story.
The relatively primitive lifestyles of these islanders were interrupted by Japanese aircraft dropping large supplies of clothing, medicine, canned food and tents to support the Japanese war effort.
Some of these supplies were shared with islanders, in exchange […]