How Overemphasizing Profit Erodes Your Bottom Line
In February 2012, former Goldman Sachs executive director Greg Smith announced, via a scathing op-ed for the New York Times, that he was resigning after 12 years at Goldman because “the interests of the client continue to be sidelined in the way the firm operates and thinks about making money”… read more
The Sales Manager Question That Changes Everything
“How will this customer be different as a result of doing business with us?” t’s the question most sales managers don’t ask. So the few who do ask it ignite a chain reaction that drives outstanding sales performance… read more
How P&G, Southwest, and Google Learned To Sell With Noble Purpose
Mission and vision statements can be compelling. But more often than not, they’re internally focused… read more
What You Gain from Approaching Sales with a Noble Purpose Mindset
An NSP (Noble Sales Purpose) is not tactic. It’s a strategic shift in the way you approach your business. It’s more than a simple sales technique; it’s a sales leadership approach that turbocharges all other techniques… read more
How Traditional Sales Management Training Sabotages Purpose
Suppose that you wrote the following goal on your office whiteboard: “I want to make as much money as possible.” Now suppose your clients saw it… read more
Is Your Sales Force Being Sabotaged by Your CRM?
What do you do when you walk into your office? If you’re like most people, you turn on your computer and respond to the information that presents itself on the screen… read more
Why Lack of Customer Intelligence Is a Hidden and Fatal Obstacle to Sales
If you ask salespeople about their biggest obstacle in closing sales, most will say price and competition. If you ask sales managers this same question, they’ll say that their salespeople lack good closing skills… read more
How to Use Shared Purpose to Eliminate Turf Wars and Silos
The two men glared at each other from opposite sides of the conference table, looking like mortal enemies—and in some ways, they were… read more
Lose the Boring Slides: How to Create Sales Meetings That Inspire Action
At a typical sales meeting the program is usually about sales results, new products, or announcements about the incentive program and other internal issues. What do all those things have in common? They’re all about what’s happening inside the organization, they’re not about the impact that the sales force has on the customer… read more
Is Your Incentive Programs Demotivating Half Your Reps?
Have you ever had to sit through an awards dinner where you didn’t win anything? You’re supposed to clap and smile as you watch the rainmaker accept a prize while you, the lesser performer, are supposed to act like you’re happy for him or her. It’s agony… read more
