I probably should come out of the closet. I'm a pushy sales person. Perhaps … [Read more...]
Category: Performance
Category: Performance
In Praise Of Pushy Sales People
The Sales Jigsaw Puzzle Posted on November, 2018
Every once in a while, I like to do a jigsaw puzzle. It's nice to do in the … [Read more...]
You Don't Fix Pipeline Problems In The Pipeline! Posted on November, 2018
One of the biggest mistakes sales managers and sales people make is spending too … [Read more...]
Forecasting Games Posted on November, 2018
We've all been there, we've played the same games. It's about the forecast--the … [Read more...]
Forecast Integrity Posted on November, 2018
Recently, I was in a discussion with a great sales management team. At one … [Read more...]
Who's Your Competitor, Looking In All The Wrong Places Posted on November, 2018
The email asked me to participate in a market research survey. It was from one … [Read more...]
Do Your People Own Their Commitments/Responsibilities? Posted on October, 2018
A sales manager was whining to me, "My sales people don't do what I tell them to … [Read more...]
In Praise Of Boring Sales Organizations Posted on October, 2018
Over the last several weeks, I've seen a similar issue with 4 different … [Read more...]
"Just Give Me The Answers!" Posted on October, 2018
There's a disturbing trend in developing the capabilities of sales people. It's … [Read more...]
"Touching The Customer 1 Time, Annoying Her 6 More Times!" Posted on October, 2018
We all know the importance of reaching out to "touch the customer." We know … [Read more...]
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