Recently, I was doing pipeline, deal, and territory reviews with several sales … [Read more...]
Category: Leadership
Category: Leadership
Sales People Are Not Automatons!
Selling In A "Knowledge Based" Economy Posted on November, 2014
The days of product, even solution based differentiation are long passed. We … [Read more...]
A Frightening Look At The "Cost Of A Sales Person" Posted on November, 2014
I worry, sometimes, that we take the process of hiring, onboarding, coaching, … [Read more...]
The Best Sales Person I've Ever Known Posted on November, 2014
I'm often asked, "Who's the best sales person you've ever known." Recently, a … [Read more...]
Prognostications And Wild Ass Guesses For 2015 Posted on October, 2014
We're officially into the fourth calendar quarter of the year. It's the time … [Read more...]
The Complete Sales Professional Posted on October, 2014
Dreamforce is coming up next week. As a result, I've been inundated with … [Read more...]
The Manager's Real Job Isn't Making The Number Posted on October, 2014
I wrote "Sales Managers Only Have One Real Goal." It stimulated a lot of … [Read more...]
Sales Managers Only Have One Real Goal! Posted on October, 2014
There's a lot of stuff written about what sales managers have to do and their … [Read more...]
Just Stop Wasting Time On Those Reports! Posted on October, 2014
We all spend a lot of time reporting. Someone higher on the food chain is … [Read more...]
What's The One Thing? Posted on October, 2014
I've been having a conversation with a good friend. He's doing a project and … [Read more...]
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