Today, I got a note from Paul Castain. Paul hosts one of the best LinkedIn … [Read more...]
Category: Performance
Category: Performance
Have A Canned Meeting!
Do You Have A Plan? Posted on November, 2011
Do you have a plan? Do you have a plan for winning this deal? Do you know … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
Business Acumen--More Than Price Posted on October, 2011
I talk to lots of people about their value propositions and the business cases … [Read more...]
Performance Management Friday -- % Of Opportunities Advanced Posted on October, 2011
Our goal as sales people is to help our customers move through their buying … [Read more...]
What's Next? Do You Really Have A Deal Strategy? Posted on October, 2011
I must review hundreds to thousands of deals every year. Often, sales people … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
When Do You Stop Qualifying? Posted on October, 2011
Today I was asked the question, "Do you have to keep qualifying through the … [Read more...]
Performance Management Can't Be Delegated Or Abdicated! Posted on October, 2011
A key aspect of the manager's job is performance management. Surprisingly, I … [Read more...]
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