High jumping is a fascinating metaphor for sales success, at least in my … [Read more...]
Category: Performance
Category: Performance
What Sales People Can Learn From High Jumping
Stop Nurturing Me! Posted on July, 2015
"Nurturing" has become the big buzzword of content marketing. Everyone is … [Read more...]
Measuring Outcomes Not Activities Posted on July, 2015
We're proud of the marketing and sales metrics we have in place. I sit in … [Read more...]
Goal Alignment--A Performance Roadblock Posted on July, 2015
Too often, I sit in meetings of top executives and it seems each is speaking a … [Read more...]
Knowing Versus Doing Posted on June, 2015
There were some interesting comments on my post, Focus On The Customer--Magic … [Read more...]
Figuring It Out, Critical Sales Competency! Posted on June, 2015
I spend a lot of time in group meetings or 1 on 1's with sales people trying to … [Read more...]
Your Numbers Give You The Questions, Not The Answers! Posted on June, 2015
I'm obsessed with metrics and numbers. Call anyone in our company for help on … [Read more...]
Prospecting---Sweaty Palms And Picking Up The Phone! Posted on June, 2015
Last week I was having a conversation with an executive. This executive had an … [Read more...]
Whose Performance Problem Is It? Posted on June, 2015
A while back I was involved in a discussion about performance. For some reason, … [Read more...]
Value Creation As A Form Of Discounting Posted on June, 2015
There are all sorts of articles on creating superior differentiated value. Lots … [Read more...]
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