I don't know any successful business leader (in either the for profit or not for … [Read more...]
Category: Performance
Category: Performance
"We Really Don't Care About Revenue"
"Our Product Is Better Than Theirs" -- A Losing Strategy Posted on June, 2016
The other day, I was having breakfast with a frustrated executive. He had just … [Read more...]
Burying Our Heads In The Sand Posted on June, 2016
Nobody likes to admit they have a problem. I suppose it's human nature, or at … [Read more...]
All Your Help Is Killing Me!! Posted on June, 2016
Over the past years, sales people have become a prime target for "help." It's … [Read more...]
Activities Or Results, What Should We Do? Posted on May, 2016
In reading the title, many of you may be asking, "Dave to you get up on the … [Read more...]
Get Smart, Do Good! Posted on May, 2016
I've been obsessing about this date, May 24, 2016 for some months. It is the … [Read more...]
Doing The Deal Or Solving The Problem Posted on May, 2016
I wrote Solving Our Customers' Problems several days ago. My friend Martin … [Read more...]
Surrendering Your Business Strategy To Your Sales People Posted on May, 2016
Do you want your sales people defining your business strategy? As good as they … [Read more...]
Please Stop Insisting We Have A Problem Posted on May, 2016
I really appreciate sales people who bring us new insights about things … [Read more...]
When Numbers Lie Posted on May, 2016
I was conducting a series of reviews with a team of sales executives. They were … [Read more...]
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