I was backing out of a parking space. All of a sudden, the car starts beeping … [Read more...]
Tag: Change
Device Attention Disorder
Are You Selling What You Can Sell Or Selling What You Need To Sell? Posted on April, 2019
Most sales people I meet are genuinely busy. They are trying to meet new … [Read more...]
My $500K SDRs Posted on April, 2019
The SDR role is a critical role for many, if not most, organizations. SDRs have … [Read more...]
Meet "Bob" Posted on March, 2019
Meet "Bob," Bob is the diagram below. I wish I could take credit for the … [Read more...]
Too Busy To Do What We Know Is Right! Posted on March, 2019
The sales team knew the sales process helped improve the results they … [Read more...]
CEOs Would Be PISSED OFF If They Knew This Secret! Posted on March, 2019
I spend a lot of time with CEOs, boards, and top executives. Inevitably, … [Read more...]
Do We Even Need Sales People Anymore Posted on March, 2019
Recently, I read a post from a marketing person I really respect. This person … [Read more...]
Strategic Procurement And Sales, On Parallel Paths Posted on March, 2019
Probably, ever since the first sale was made to a customer that involved a … [Read more...]
Turbulence And Fear Of Buying Posted on March, 2019
I spend too much of my life on planes. The other day was a rough flight, it was … [Read more...]
Everything In Sales Is Dead, Long Live Sales And Selling! Posted on March, 2019
It's tedious, every day a scroll through my various news feeds, there are any … [Read more...]
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