Having anything to do with sales was the furthest thing from my mind when I was … [Read more...]
Category: Performance
Category: Performance
Why I Love Selling
Activities, Outputs, Outcomes---What's The Difference? Posted on May, 2023
The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
Dumb And Dumber....... Posted on April, 2023
I've been noticing a torrent of "hints and prompts" from the ChatGPT guru's … [Read more...]
Can We Be Helpful And Still Make Our Quotas? Posted on April, 2023
When I read my feeds or listen to a lot of "experts," the focus is always on … [Read more...]
Telling Us What We Want To Hear... Posted on April, 2023
The latest generations of AI tools seem to be offering us the "miracle cures," … [Read more...]
What If You Only Have 100 Potential Customers? Posted on April, 2023
Let's try a thought experiment. I'll start with a bit of background. When … [Read more...]
Competence Without Confidence Is Meaningless! Posted on April, 2023
We invest billions in developing the competencies of our sellers. We have … [Read more...]
Situational Awareness..... Posted on April, 2023
The other evening, I just wanted to relax, do something mind numbing. I went to … [Read more...]
How Do We Win? Posted on April, 2023
Probably one of the most important questions to sellers, at all levels is, "How … [Read more...]
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