“Keith, I’m stuck,” the manager said. “No matter what incentive program I roll out, it always ends with my top performer winning. Everyone else checks … [Read more...] about Why You Can’t Motivate Your Team

I recently encountered an interesting concept in a Bloomberg article about Warren Buffet. In it, Buffet is quoted as saying, “‘the single best measure … [Read more...] about The Future Belongs to Sellers Who Can Zoom Out and Back In

Here’s something that might surprise you. Some of your most loyal customers may be the ones who have had problems and complaints in the past. For … [Read more...] about The Customer Service Recovery Paradox

More than two decades ago - in “Good to Great” - Jim Collins spoke about  getting the right people on the bus, in the right seats, and the wrong … [Read more...] about Getting the Right Salespeople in the Right Seats on the Right Bus – In 2025

Part I A sales manager can make or break a sales team. Whether you’ve recently stepped into a position of leadership, or have been leading sales … [Read more...] about How to Be an Effective Sales Manager

If you saw my Baseline Selling posts on LinkedIn this week (week of July 4th 2025) then this is a far more comprehensive version of three of those … [Read more...] about The 20-Year Legacy of Baseline Selling: Why Its Sales Process Still Wins in 2025

Digital outreach strategies have grown more sophisticated, but so have the rules that govern them. In 2025, staying compliant across phone, SMS, and … [Read more...] about The State of Multichannel Compliance in 2025