Every year, billions are spent in sales training. Yet all the data shows … [Read more...]
Category: Performance
Category: Performance
Sales Training And The "Forgetting Curve"
Sales Talent Is A Problem, Is It Worth Solving? Posted on December, 2018
I just read a provocative post. Sales Talent Is A Problem, Is it Worth Solving, … [Read more...]
Stupid Works In Sales Posted on December, 2018
I've been writing a number of pieces looking at the future of the sales … [Read more...]
Sales, You Have To Do The Whole Job, All The Time! Posted on December, 2018
We--or rather my wife--had an incident the other day. We have a housekeeper … [Read more...]
Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue? Posted on December, 2018
I was invited to participate in a roundtable on the topic, "Is technology … [Read more...]
What If Every Electronic Outreach Cost $.50? Posted on December, 2018
In the "old days," (about 20-30 years ago), my VP's of marketing used to come … [Read more...]
Are Our Customer Conversations Substantively Different Than Internal Discussions? Posted on November, 2018
The other day, I published a post, "Are Traditional Selling Skills Even Relevant … [Read more...]
In Examining 27,357 Wins, 95% Of Sales People Did This One Thing! Posted on November, 2018
Over the years, we've seen a lot of research, and collected our own data and … [Read more...]
"We Chose The Vendor With The Most Complete Solution" Posted on November, 2018
I just read a report, "The Mood Of The B2B Buyer." The results weren't … [Read more...]
Stopping Our Metrics Obsession! Posted on November, 2018
Metrics are important. They provide a means of helping us understand whether we … [Read more...]
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