It's crazy to think that we purposely design our organizations to fail. Who … [Read more...]
Category: Performance
Category: Performance
Designed To Fail?
The "Tolerance Stack Up Error" Problem Posted on April, 2024
Any reader who was trained as an engineer or anyone with experience in … [Read more...]
"Woe Are We," And Other Hand Wringing Experiences Posted on April, 2024
Every quarter there is the inevitable rush to close deals, to hit our numbers. … [Read more...]
Shortcuts Are Seldom Short..... Posted on April, 2024
We invest enormous amounts of energy seeking to avoid dong the work. We … [Read more...]
Combative Conversations..... Posted on March, 2024
Just got off a call with one of the best salespeople I've ever worked with. We … [Read more...]
Grinding It Out.... Posted on March, 2024
ChatGPT and its colleagues are, too often, a debilitating cheat for sellers who … [Read more...]
In Search Of Objections Posted on March, 2024
I don't know how many conversations I get into on "objections." Less … [Read more...]
Viciously Efficient, Doing The Work..... Posted on March, 2024
Some of you may be reading my series, "Why I'm So Interested In Selling." I … [Read more...]
"Why I'm So Interested In Selling," Dave Kurlan Posted on March, 2024
Preface: Dave Kurlan is a very well known consultant, coach, trainer. When you … [Read more...]
Settling For What We Get, Rather Than Getting What We Want...... Posted on February, 2024
I read a fascinating article about the response rates for a variety of outbound … [Read more...]
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