I'm fascinated by studying lazy sales people! Let me qualify that a little, I'm … [Read more...]
Category: Performance
Category: Performance
In Praise Of Lazy Sales People!
Better Results From Each Activity Or More Activities? Posted on March, 2022
Spoiler alert, this is a trick question, but probably not in the sense that you … [Read more...]
It's Account Planning Season Posted on March, 2022
Now that SKO season has passed, we've got our annual quotas, we've started … [Read more...]
The New Sales Process Posted on March, 2022
Most of our "sales processes" are failing us. There are a couple of core … [Read more...]
"Do You See Challenges We Aren't Managing Well?" Posted on March, 2022
I agreed to speak with the sales person. Responding to his email, I asked, "Do … [Read more...]
The Answer To Every Selling Challenge Can't Be, "Do More!" Posted on March, 2022
I'm sorry, I'm truly frustrated and sound like a broken record. But I'm getting … [Read more...]
Data Is Data, Not Laws Of Nature! Posted on March, 2022
Over time, I've noticed some striking things about data and how we misuse it. … [Read more...]
Why Are Sellers So Anxious To Kill Off Selling? Posted on March, 2022
There's a huge amount of discussion about the digital buying journey and the … [Read more...]
Are You Asking The "Right" Questions Posted on March, 2022
We know effective questioning is critical for sellers and leaders. Virtually … [Read more...]
It's All About Retention And Growth! Posted on March, 2022
Ask any sales leaders, particularly those in SaaS based sales approaches, … [Read more...]
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