Are your clients happy enough?

Happy enough to not call you when there is a minor annoyance?
Happy enough to not call you when you miss a delivery date?
Happy enough to not refer you to their colleagues?
Happy enough to not automatically think of you for new opportunities internally?
Happy enough to take 2-3 days to get back to [...]

What do you do when you are outselling capacity? Is it a good thing? The proverbial “Good problem to have?” or are you harming yourself long term? A good salesman should be in sync with the production team wherever possible without letting them hold themselves back. The sales force should be the foot [...]

I’ve recently been reading Drive by Daniel Pink, who you see above in his TED talk. The basis of the book is that people are motivated differently by intrinsic and extrinsic things. Pink argues that for creative work, extrinsic motivation leads to short term success but is not a good long term method [...]

“The strong do what they can, and the weak suffer what they must.” – Thucydides
If you’re really in charge of your situation and the world around you, doing what you can – what you choose – is an available option. This requires mental strength and discipline beyond what most are able to maintain. [...]

A simple stall/objection rebuttal for your Wednesday:

Every salesman has heard this one before “Can you just give me a ballpark of what this will cost?” Inwardly you groan. You know that they’re only going to hear the lowest number you say in the range and judge from there. If your low number is [...]