We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
Category: Performance
Category: Performance
Understanding The Problem
Leveraging Deal Size And Sales Cycle Posted on March, 2023
I've been writing a series looking, ultimately, at pipeline management. I've … [Read more...]
Coaching Is A Language! Posted on March, 2023
I wish I were smart enough to be the originator of this term, "Coaching is a … [Read more...]
Normal Distributions Aren't Really Normal..... Posted on March, 2023
Consultants, like me, market researchers, and technology vendors love normal … [Read more...]
Knowing The Answers Isn't Enough Posted on February, 2023
As sellers a large part of our job is providing answers. Our customers want to … [Read more...]
Pipeline Quality Posted on February, 2023
Somewhat surprisingly, my post on Win Rates generated a lot of discussion. As … [Read more...]
Win Rates Posted on February, 2023
As much as we obsess on winning, hitting our goals, earning commissions; we are … [Read more...]
What Is "Salesmanship?" Posted on February, 2023
I read a fascinating article by Kelly Fairchild. She talked about … [Read more...]
Tracing Our Problems Back To The HP-35 Scientific Calculator Posted on February, 2023
I've come to a, perhaps rash, conclusion. The majority of challenges we face in … [Read more...]
"Write 1000 Emails In 15 Minutes..." Let's Stop The Insanity!! Posted on January, 2023
My social feeds seem dominated with "hints and tips" for writing massive numbers … [Read more...]
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