I've always had a contrarian opinion about the roles of SDRs and AEs. While … [Read more...]
Category: Leadership
Category: Leadership
SDRs And AEs, Do We Have Things Backwards?
We Shouldn't Be Surprised By "Quiet Quitting" Posted on September, 2022
"Quiet quitting" isn't so quiet anymore. It, also, isn't that new. We've seen … [Read more...]
Pipelines, A Tutorial Posted on September, 2022
Recently, a reader wrote, asking a lot of questions about pipelines--what are … [Read more...]
Do Your Sellers Have A Future? Posted on September, 2022
Too many leaders seem to have given up. They take high attrition rates/turnover … [Read more...]
Knowing How Things Work, Versus Knowing The Answers Posted on September, 2022
I wrote a post, "Do Sellers Really Understand How Businesses Work." I wanted to … [Read more...]
Work/Life Balance...... Posted on September, 2022
We see all sorts of articles about work/life balance. We read about a downside … [Read more...]
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
Do You Believe In Your People, More Than They Believe In Themselves? Posted on August, 2022
A colleague and I were reflecting on past managers/mentors we each had over our … [Read more...]
"Works Well With Others....." Posted on August, 2022
The other day, my mom embarrassed me a little. She had been going through some … [Read more...]
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