Long time readers of the blog will know for the past 18-24 months I've been … [Read more...]
Category: Performance
Category: Performance
My Journey On Micro-Improvements
Starting At "Zero," Again..... Posted on January, 2019
Sales is about the only profession, where each fiscal year, we have the … [Read more...]
On Consistency Posted on December, 2018
I don't know why, but we never talk about consistency. Consistency is about … [Read more...]
The "Real Cost" Of A Salesperson Posted on December, 2018
What would you think of a front line manufacturing manager failing to address … [Read more...]
Sales Training And The "Forgetting Curve" Posted on December, 2018
Every year, billions are spent in sales training. Yet all the data shows … [Read more...]
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...]
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