As I re-read the title of this post, it somehow seems a little odd to be … [Read more...]
Category: Leadership
Selling Is About People!
Should We Promote Our Best Sales People To Be Sales Managers? Posted on September, 2010
Should we promote our best sales people into sales management? It's a question … [Read more...]
Defy Gravity -- Today! Posted on September, 2010
One of the reasons I write this blog is to encourage my readers to think about … [Read more...]
Running Naked Through Your Funnel! Posted on September, 2010
First, I have to credit my friend John Cousineau with this title. It came up in … [Read more...]
Pay For Performance? Posted on September, 2010
I hear the phrase, "Pay For Performance," all the time. I think it's a … [Read more...]
Compensation Drives Sales Behavior? Is Compensation The Only Tool For Managing Sales Performance? Posted on August, 2010
I'm participating in a discussion with a group of people I deeply respect. It … [Read more...]
What Are The 3 Characteristics That Set Great Sales People Apart? Posted on August, 2010
Last Friday, I had the privilege of being interviewed by an executive on … [Read more...]
Games Sales People Play -- The Challenge Of Activity Metrics Posted on August, 2010
A few weeks, ago, my post on The Most Used - Useless Metric In Sales created an … [Read more...]
We Have To Call At The Top! Posted on August, 2010
Conventional sales "wisdom" encourages us to "call at the top." Sales people … [Read more...]
So Much Has Changed, So Much Is The Same Posted on August, 2010
This past week, in New York, I had the pleasure of having breakfast with Mack … [Read more...]
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