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Blog #86 How to Drive Real Results Around Net New Logo Business”

What you’re about to read may well make me a little unpopular with some sales people. The subject, “How to drive real results around net new logo business”, as opposed to only realizing sales from existing or renewal business confounds just about every sales manager I’ve ever […]

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Blog #85 If Marketing Says It’s So, It Must Be So…

Most any B2B sales professional looking at the above cartoon will end up with a wry grin on their face; let me explain. While there has always been somewhat of a schism between sales and marketing; there, I said it, now it’s out there, the eight hundred […]

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Blog #84 Financial Results: Why They Don’t Matter All That Much

So here you are, the end of another quarter, another year or another whatever. Perhaps you’re the CEO, the CFO or the Chief Sales Officer, or maybe you’re the sales rep and your period end is looming; your financial results about to be submitted and scrutinized. This […]

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Grit: The Power of Passion and Perseverance

Grit: The Power of Passion and Perseverance Why never giving up is a worthwhile goal Jun 4th 2016 | From the print edition Grit: The Power of Passion and Perseverance. By Angela Duckworth.Scribner; 352 pages; . FRIEDRICH NIETZSCHE, a German philosopher, once stated that there was a universal tendency to […]

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Blog #83 The Fastest Way to Make More Money; Service

Somethings not right, right? Service, service is a cost centre, service is an overhead. How in the world can focusing on a cost center, let alone advocating investing more heavily in “overhead” make more money, let me explain. Some days ago, I received a receipt from iTunes […]

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Blog #82 Synchronous vs. Asynchronous , Texting and Twitter; The Death of Communication.

For those who follow this blog, you will likely note some similarities to what you’re about to read with what you have read in prior posts. There was “Blog #60 – Ear to Ear, It Was Only a Matter of Time”, and there was “Blog #70 – […]

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Think Technology and Web Shopping is Replacing The in Person Meeting? Please See Below.

    The Economist – November 21st, 2015 On the road again   FOR well over a century, people have predicted that technology will make business travel obsolete. In 1889 Jules Verne imagined that the “phonotelephote”, or “the transmission of images by means of sensitive mirrors connected […]

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Blog #81 Why Slowing Down Will Get You There Faster

  We live in a fast paced world, no doubt about it. And if your vocation is that of a B2B sales professional, then you’re no stranger to the ebb and flow of targets, budgets, and expectations around performance. As for myself, I have the luxury of […]

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Blog #80 You’re About to Lose Your Best Client

  I find it somewhat bizarre that I find myself writing, once again, on what is a totally predictable reality; that if you’re in sales, you’re about to lose your best client. The other morning, I had a conversation with a potential new client. The guy on […]

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Blog #79 – Walking the Walk vs. Talking the Talk; Why Sales Managers Struggle With Boundaries.

I was talking with a client the other day that over the years has also become a good friend. I know he’ll be reading this, and I know he’ll recognize himself as the subject of the following. Don’t worry; he’ll be fine with it. The discussion was […]

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