Today, I had the privilege of participating in a Focus.com round-table with … [Read more...]
Category: Leadership
Category: Leadership
Chief Revenue Officer?
A Frenzy Of Initiatives Is No Way To Improve Sales Performance! Posted on May, 2011
Sales people and managers tend to be action oriented people. It's no wonder … [Read more...]
Are We UnderPerforming Our Potential? Posted on May, 2011
Last month's Harvard Business Review focus on, of all things, Failure. One of … [Read more...]
Sales IS A Numbers Game! Posted on May, 2011
Sales is a numbers game--there is absolutely no doubt about that. Our "numbers" … [Read more...]
Succeeding, Winning, Exceeding Expectations---And Accomplishing Remarkable Things! Posted on April, 2011
50% of sales people failed to achieve their quotas last year. We all faced … [Read more...]
Are You Playing For Table Stakes, Or Are You Differentiated? Posted on April, 2011
It used to be great products that set us apart—more features, functions, bells … [Read more...]
Principles Trump Process! Posted on April, 2011
On Friday, I had the pleasure of speaking with my friend Charlie Green (as well … [Read more...]
Are We Building Our Sales People's Leadership Capabilities? Posted on April, 2011
More and more the thought of a sales person as an "individual contributor" or … [Read more...]
Sales Manager Or Individual Contributor? Posted on April, 2011
In many organizations, sales managers also have a personal sales territory. The … [Read more...]
We Have To Invest In Revenue Generation Posted on April, 2011
A key goal of most businesses (profit and not for profit) is revenue … [Read more...]
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