Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
Category: Performance
Category: Performance
Are We Enabling Or Crippling Our Sales People?
Thanks For Training Me Not To Answer My Phone! Posted on May, 2018
I've stopped answering my phone--whether it's my office, mobile, or home phone, … [Read more...]
"Sales Hasn't Changed, We're Just Leveraging Cool New Tools!" Posted on April, 2018
I read a quote from Graham Hawkins. I started, "Sales hasn't changed....." … [Read more...]
We Get Sales Math Wrong! The Magic Is In The Numerator! Posted on April, 2018
My apologies, I'm doing a series of rants that are something akin to David … [Read more...]
Driving "Volume," Are We Letting Form Triumph Over Substance? Posted on April, 2018
John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
How Do We Broaden Our Thinking About Our Deal Strategies? Posted on April, 2018
This morning, I was conducting a deal review with a very experienced sales … [Read more...]
Time, Our Scarcest Resource Posted on April, 2018
We all know the single thing we cannot recover is time. Once it's passed, we … [Read more...]
The "Last Mile" In Selling Posted on April, 2018
In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Does How You Sell(Market) Represent Your Company Well? Posted on April, 2018
Customer experience is increasingly a key differentiator in acquiring and … [Read more...]
"But That's More Than We Planned To Pay!" Posted on April, 2018
Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
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