We are obsessed with our competition. We study them and their strategies. We … [Read more...]
Category: Leadership
Category: Leadership
What About Our Competitors???
What Problem Is Your Customer Trying To Solve? Posted on March, 2023
My friend Hank Barnes wrote an outstanding post, Clarifying Objectives To Gain … [Read more...]
Pipeline Management Posted on March, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in … [Read more...]
Coaching Is A Language! Posted on March, 2023
I wish I were smart enough to be the originator of this term, "Coaching is a … [Read more...]
Normal Distributions Aren't Really Normal..... Posted on March, 2023
Consultants, like me, market researchers, and technology vendors love normal … [Read more...]
"Can You Help Us......?" Posted on February, 2023
"Can you help us......." is music to every seller's ears. It's the pot of gold … [Read more...]
On Layoffs..... Posted on January, 2023
I read an important article by Elizabeth Spiers, Layoffs by Email Show What … [Read more...]
Managing Your Manager Posted on January, 2023
If we are to be successful in achieving our goals--both for the short term and … [Read more...]
"Customers Are Taking A More Measured Approach To Their Purchasing Decisions" Posted on January, 2023
In announcing reductions at Salesforce yesterday, Marc Benioff was quoted, … [Read more...]
Starting Over.... Posted on January, 2023
Selling is one of the few roles in business where, every year, we get to start … [Read more...]
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