You might notice that we've launched a new site with new branding as "The Sales Leader". And we've released a follow-on to our popular video ecourse. It's new with seven intense daily 5-minute video programs. If you watch each one every day and implement the ideas, I know you will kick start 2013 quickly so you can be the sales leader in your market. Make sure you sign-up now!

like Seth Godin. His books are smart, his stories captivating and his ideas compelling. Most of his ideas.Recently he posted advice on his blog that B2B sellers should start selling in the middle rather than the top. There are 4 reasons why this advice is wrong:

It's a great reminder for everyone on three ways to dominate your market. At the same time - and one thing I didn't talk about in that speech - if you really want to be the dominant player in your market you MUST ask for referrals.

While eating out (too much) last week it struck me that we have a simple solution to some tough problems in our grasp. It starts with.....Restaurants cutting down on portion sizes which will:

There is ALWAYS money for what what people want to buy. Money is not a financial issue, it's a priority issue. And, if anyone tells you that people are not spending, remind yourself that they are wrong. Then find new people to talk to.

Thanksgiving has me thinking about all that I am thankful for:

Have you ever worked hard to close opportunities and then, after you've finally inked the deals, you realize that your pipeline is dangerously empty? This is that trap - we work hard on one part of our pipeline and other parts suffer.

As a Canadian living in the US it was interesting to watch the election unfold this week. I have no horse in the race so I can watch with a different view point. As I see it there were 2 major winners:

Are you putting systems ahead of customers? Are your processes too cumbersome? Are they at risk of eroding good will and revenue?

Quote of the Day

"Stop promising and start probing!" ​ Profitable advice for all.

Successful people do not define success relative to what others have achieved. They define success relative only to what they have achieved in alignment with their own goals.When you stop comparing yourself to others and only celebrate the success you have defined for yourself, you truly feel a sense of accomplishment and happiness. Comparing yourself to others only creates resentment, bitterness and anxiety.

This morning on CBC Ottawa radio it was reported that more people want to leave their government jobs than are being asked to. And, in many cases there is no overlap between those who want to leave and those that have been given notice to leave.

The reality is this; given the choice a “player/coach” sales manager will ALWAYS chose to play. They will always pick sales above management and their team will always see them as competition. Because early stage companies are often run on a smaller, leaner staff, it may be the case that the sales manager is direct selling now. If that’s the case, the first goal for the manager should be to replace him or herself.