I got one of those emails today. Somebody wanted to talk to me about the … [Read more...]
Category: Performance
Category: Performance
Making B2B Buying More Like Amazon.....
Sales Call Planning...... Posted on March, 2023
I know at least 80% of the people seeing this title are probably rolling their … [Read more...]
Pipeline Management Posted on March, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in … [Read more...]
Data, Data, Everywhere....... Posted on March, 2023
In Samuel Coleridge's The Rime Of The Ancient Mariner, there's a famous line, … [Read more...]
Understanding The Problem Posted on March, 2023
We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
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...]
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