Surprise!!! It may be fun for a birthday party, but it's never fun in sales. … [Read more...]
Category: Performance
Category: Performance
Surprise!!!
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...]
Sales Training And Human Interaction Posted on June, 2014
Annually, billions are invested in sales skills training. On top of that, … [Read more...]
Salesperson Bites Dog, Dog Gets No Insight! Posted on June, 2014
I have to confess to a shameless manipulation of you, the reader. Many of you … [Read more...]
Do You Know The Answers To These Three Questions? Posted on June, 2014
As you know, I'm constantly doing deal reviews with sales people. Each review … [Read more...]
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