Just finished one of those "aha" conversations with a client. Thought I would … [Read more...]
Tag: Change
What If We Kept "Target Close Date" Sacred?
The "Did I Manifesto" Posted on October, 2019
My friend, Kevin Dorsey, wrote a fantastic piece on LinkedIn. Be sure to read … [Read more...]
Bit And Pieces, September 29, 2019 Posted on September, 2019
Just a quick book recommendation, On Tyranny, Twenty Lessons From The Twentieth … [Read more...]
FUD Meets FOMO Posted on September, 2019
We and our customers live in worlds of paradox, uncertainty, confusion, … [Read more...]
On Innovation Posted on September, 2019
Innovation is important. We all know there is a limit to doing the same old … [Read more...]
"I Don't Have Time To Coach/Do Reviews!" Posted on September, 2019
I sit with management teams discussing Sales Execution Discipline and the … [Read more...]
Sales Performance Improvement, Where To Start Posted on August, 2019
I wrote, "Improving Sales Performance Without Changing How You Sell." Readers … [Read more...]
Insight Is Always Contextual! Posted on August, 2019
HBR recently published an article, "Why 'Tell Them Something They Don't Know' Is … [Read more...]
Improving Sales Performance Without Changing "How You Sell" Posted on August, 2019
Too often, as executives look to improve sales performance, they look to doing … [Read more...]
Discovery, What's Your Customer Learning? Posted on August, 2019
We get discovery wrong in so many ways: We fail to do discovery. We jump … [Read more...]
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