We're well into the second half now. The first half is behind us, many are … [Read more...]
Category: Performance
Category: Performance
Closing The Gap--Achieving Our Goals!
"Target Close Date" Must Be Kept Sacred! Posted on July, 2014
The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
The Trial Posted on July, 2014
For the salacious readers, no this isn't a post gossiping on the courtroom … [Read more...]
Surprise!!! Posted on July, 2014
Surprise!!! It may be fun for a birthday party, but it's never fun in sales. … [Read more...]
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
Performance Improvement -- Looking In The Mirror First! Posted on July, 2014
I get a lot of calls and notes from people genuinely interested in performance … [Read more...]
We're Efficient, But What Does That Do To The Customer Experience? Posted on June, 2014
The other day, Jim Keenan and I were chatting about a number of things (mostly … [Read more...]
"Checking In," Is Not A Next Step! Posted on June, 2014
For those of you that know me, this won't be a stunning confession, but I really … [Read more...]
Financial Literacy---Critical For Sales Posted on June, 2014
Financial literacy is critical for sales success. We have to be able to … [Read more...]
Coaching The Sales Process -- Deal Reviews Posted on June, 2014
By now, you know my obsession with strong Selling Processes. It's important, … [Read more...]
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