Execute ... Stop preventing sales ... Cut admin ... Boost morale ...

Yes, improving client relationships and managing your cash flow are important to your business. So is service execution. In this issue's feature story, Jeanne Urich and Dave Hofferberth share how the top professional services firms improve service.

Which sales team do you have? Sales prevention or sales success? Have you watched a presentation to see if it pushes away or pulls in its audience? Peter Cohan describes the stunningly awful sales prevention demo and a better alternative.

Many of us face the problem of spending too much time on administrative tasks that barely affect profit. Yet, we know they come with the job. Reading good advice on how to cut admin tasks and boost profit-generating activities. Dread heading to the office? Been there, done that? A reader needs help to turn around a low-morale environment. Share your thoughts.

We appreciate everyone who takes the time to fill out the short feedback form. As a thank you, your name enters a drawing for an Amazon Kindle.

Happy reading -- Jack

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Stunningly Awful Sales Prevention Demos

How sales people lose sales while trying too hard

by Peter Cohan, Second Derivative

Does your organization have a "Sales Prevention Team" -- people or processes that lengthen sales cycles and lose deals? Sadly, those who present Stunningly Awful Demos often receive membership on this infamous team.

Leaders as Teachers
Two things you absolutely, positively must do to be effective
by Terry Starbucker - TerryStarbucker.com

Amp-up Your Leadership, Part II
Power up your team
by Stefanie Smith - American Management Association

Last Issue's Dilemma:

Administrative vs. revenue-generating tasks

We all have to do administrative tasks -- entering hours worked, completing paperwork, generating reports and what have you. Obviously, we all want to spend the most time on revenue-generating tasks. Still, administrative tasks exist and seem to proliferate, even in a perfect world.

Not all companies are in a position to buy software for specific tasks. And I bet people have some great ideas for minimizing admin work that go beyond buying software. What's the best way to cut admin tasks? Or how do you balance administrative duties with revenue-generating tasks?

-- John               Read what others had to say.

This Issue's Dilemma:

How can I keep my team motivated in a poor work environment?

My team is a mess. We've worked together for a few years, and it went fine until this past year. Somehow, the environment has turned into a lousy one. I don't look forward to going to the office. As the manager, I try to challenge and motivate the team, but it's not working. How can I turn things around? Should I have a team meeting to get each employee's ideas on improving our situation, or should I just "lay down the law" on what I want things to be?  -- Ted 

Can You Help? Share your experience. You could win a Kindle.

Boring Landing Pages Increase Sales and Conversions
The key to effective landing page design is clarity
by Tim Ash - eM+C

Keeping the Sales Pipeline Full Is No Easy Task
Prospecting can be hard, but the payoff is worth it
by Mark Hunter - Cincom Expert Access

Why Leaders Talk Tough to Staff
Tender works better
by Jeffrey Pfeffer - bnet

Leaders as Meaning Makers
Shifting from short-term probs to long-term opportunities
by Dave Ulrich and Wendy Ulrich - Forbes