I love the strategy and skill behind poker - especially Texas Hold'em.  I love how great poker players can read people, assess available information quickly, and make bold, timely, yet wise decisions.  This post isn't about poker, but I'd like to use a poker analogy to make a point.  In Texas Hold'em, the first round of betting takes place before the flop (the flop is when the dealer lays out three cards for the entire table to see).  Preflop betting...

I frequently talk to business leaders in companies large and small about their frustration with the selling process. Sales cycles are too long, deals are stuck in the pipeline, prospects aren’t responding to proposals - and the list goes on. Everyone is working really hard and all of the data is being captured in CRM.  Why isn’t anything closing? Trying to manage and forecast sales in that environment is very difficult. There may not be a simple answer to why...

I recently re-watched Simon Sinek's TED talk entitled How Great Leaders Inspire Action.  It reminded me how often we forget the importance of the question "Why."   Why did we start this business? What is our business purpose?  Why do we do what we do?  Why did I choose this career?  Why do I work so hard every day?  WHY? Take a few minutes and watch Simon's talk: Starting and running a business is one of the most difficult, yet most...

I'm addicted to constantly checking my email.  I want to stop, but I can't.  I think it's mostly driven by fear.  I'm afraid of missing something important.  I'm afraid of missing out on an opportunity.  I justify my condition by telling myself that I am known for being responsive and available.  Responsiveness is one of my differentiators.  Being available and responsive goes a long way in today's business world.  My clients and colleagues know that I'm always available and they...

Most companies are still using traditional sales and marketing approaches and techniques - email blasts, cold calls, direct marketing, large sales teams, inside sales reps, etc.  Very few companies are taking advantage of marketing automation solutions.  What is marketing automation?  A marketing automation solution allows you to orchestrate the delivery of personalized communications and information to your leads in order to automatically nurture, score, and qualify prospects.  The system allows you to focus on marketing and selling to the prospects...