pur-pose: noun, 1. The object toward which one strives or for which something … [Read more...]
Tag: Accountability
Purpose Driven Sales
We Can't Ignore Poor Performers! Posted on August, 2013
Every organization has them, the bottom 20%, the people who are not meeting our … [Read more...]
The Helpful Sales Person Posted on July, 2013
We want to establish relationships with our customers. We want to be helpful. … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
How Will The Customer Pay For It? Posted on July, 2013
I've written before about how many opportunities we inappropriately disqualify … [Read more...]
Pipeline Stench Posted on July, 2013
Here's an idea for some clever software entrepreneur, add "smell" to pipeline … [Read more...]
What Do The Numbers Mean? Posted on July, 2013
Sales professionals are very "numbers" focused. Where are we on quota … [Read more...]
Sales Person As Orchestrator Or Resource Manager Posted on July, 2013
The role of the sales person is changing--we all know that. The way customers … [Read more...]
My Best Mentor Posted on June, 2013
I saw a post on this topic today. It caused me to pause and reflect. I've been … [Read more...]
Customer Success And Quota Attainment Are Not In Conflict Posted on June, 2013
In a comment on one of my posts, Andy Rudin reminded me of something we … [Read more...]
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