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Self Care on the Fly: Or 7 Strategies to Resolve Work/Life Imbalance - NOW
Stress is high, your energy is low. Sound familiar? This is the common experience of most small business owners I know. Owning a business can be like running a marathon. You know you're in it for the long haul, there's not much time to catch your breath, yet you push on. You can easily see how this scenario can lead quickly to an out of balance life.

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Taking Your Career to the Next Level
The voice on the other end of the phone echoed with anxious desperation familiar to any sales pro struggling to make quota. " I´ve just got to get my career to the next level," she sighed. "What level do you want to reach?" I asked. "Do you know the level you´re stuck at now?" "I could tell you how my manager describes my current production level," she answered, "but it wouldn´t be very lady-like." For this sales pro, like many others, getting to the next level is merely a figure of speech. It´s slang for improving sales figures, breaking through one´s current production plateau. She probably won´t attain next level until and unless she knows what the levels of selling are and the impact they have on personal sales productivity
Relationship Building - 5 Tips and 5 Questions
By building great relationships in your organisation, you will shift the baseline way up. So that when you need to manage, it will be much easier. Think how climbing a mountain from sea level is so much harder than from a camp half-way up.
Where Should Salespeople Spend TheirTime?
A reader asked how much time should be spent on each base path in Baseline Selling. That certainly differs by industry, salesperson and prospect but I can provide you with a few guidelines.
The Difference Between Provocative Selling and Baseline Selling
In the wake of a recent article by the authors of Provocative Selling in the Harvard Business Review an attendee challenged me to defend Baseline Selling. Since it was in the HBR, this attendee believed it had to be the better way to sell...
Benchmarking your Core Competencies
All organizations claim to have “core competencies” but few actually benchmark their capabilities to track and measure improvements over time. Take the time to evaluate your business from a high-level, and commit to continuous improvement. Use Demand Metric’s Core Competencies Assessment to set a baseline for your organization, and work to improve your score before your next self-assessment.
Salespeople Become More Effective Part 2
You must talk about Sales Process and, assuming it's been formally developed, structured, optimized and introduced, include it in every daily coaching and development call so that the backdrop for your conversations is "Where in the process are you?" In Baseline Selling, that would sound like "Which Base are you on?"
When it Comes to Compensation Sales is NOT like Baseball
So, the Red Sox have made some big moves in the past week, culminating with the monster signing of Carl Crawford for $142 million. The comparison between baseball and sales is the basis of my Baseline Selling method, but when it comes to compensation the two honestly don't have a lot of common ground.

Upgrading Performance Closes More Sales: Lessons learned from 14 year old hockey players
Performing at your highest level is difficult to do over and over again. It’s not your talent that fluctuates. You may alter and upgrade your game plan and knowledge level, but at the end of the day true high-level performance seems to be driven by something other than talent alone. I believe winning at the highest level, closing the biggest or the most sales, is based on the energy you bring – with all other factors being reasonably similar.

C-Level Selling - The Great Customer Experience
C-Level Selling - The Great Customer Experience Happens When the C-Level Executives Are Satisfied. The Great Customer Experience requires making C-level executive constantly feel you are helping them succeed. Learn what’s required in this C-level selling article.

Only A Level Players Need Apply
“A” level players want to work with other “A” level players. It makes them better, stronger and even more productive. So, the question is how much time and energy and effort do we spend trying to make “B” level players into “A” level players? How much success have we had? How about instead today we make a commitment to go out and start finding and bringing in“A” level players.
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