My friend, Andy Paul wrote a brilliant newsletter piece this weekend, entitled … [Read more...]
Category: Performance
Category: Performance
What We Do Is Not Complicated--Yet We Have A Tendency To Complicate It.
Our Need To Sell Is Irrelevant To The Customer Posted on June, 2018
As sales people, we are driven by our need to sell. Whether it's the drive to … [Read more...]
Freeing Up "Time To Sell" Is BS! Posted on June, 2018
A friend forwarded me an article entitled, "Giving People More Time To Sell Is … [Read more...]
Survey Fatigue And Customer Experience Posted on June, 2018
Companies are obsessed (Hmmm, maybe not) with customer experience. Many seem to … [Read more...]
Sales Heroics Are Actually Sales Failures! Posted on June, 2018
All of us revel in stories of the deal where we took dramatic actions and … [Read more...]
Beware Of "Experts" Sharing Data..... Posted on May, 2018
I guess part of being perceived as being an expert is sharing data and … [Read more...]
Valuing Time--Your Customers' And Yours Posted on May, 2018
Time is the only non-recoverable thing that each of us controls. We waste it, … [Read more...]
Structure Isn't Strategy..... Posted on May, 2018
In a recent conversation, a colleague made a very astute observation, "Structure … [Read more...]
Getting What You Get Or Getting What You Want? Posted on May, 2018
Over the past several weeks, I've been sitting in a number of pipeline and deal … [Read more...]
Metric Fixation Posted on May, 2018
We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
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