Recently, someone wrote me saying: "I have absolutely no idea how you have … [Read more...]
Category: Performance
Category: Performance
Stop Wasting Your Time On Social Selling!
Pipeline Games Posted on February, 2014
I'm always amused by the games that go on as managers conduct pipeline and … [Read more...]
We've Trained Our Customers Too Well! Posted on February, 2014
I was reviewing a large deal with a sales team recently. They were struggling … [Read more...]
Automation And Customer Intimacy Posted on February, 2014
Some years ago, there was a lot of discussion about Customer Intimacy-----no, … [Read more...]
Your Call Is Important To Us..... Posted on February, 2014
I'm a current customer. I want to buy something from you, it will increase the … [Read more...]
"I Need To Hire A Rainmaker!" Posted on February, 2014
A client called me up stating, "I need to hire a rainmaker." He is the CEO of a … [Read more...]
80% Of Our Revenue Comes From....... Posted on January, 2014
Data is powerful. We're all enamored with analytics and what they can tell us … [Read more...]
Please Do Your Homework Before Contacting Me! Posted on January, 2014
As sales professionals looking for new business, it's critical that we … [Read more...]
What's The Deal? Posted on January, 2014
The other day I had one of those Abbot and Costello "Who's On First" moments. I … [Read more...]
Reclaiming The Performance Planning Process Posted on January, 2014
I recently wrote a post: Poor Performers Probably Don't Know. It kicked off a … [Read more...]
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