Meet "Bob," Bob is the diagram below. I wish I could take credit for the … [Read more...]
Tag: Change
Meet "Bob"
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...]
The Coming Sales Talent Crisis, Part 3 Posted on February, 2019
If you haven't sensed it yet, I think Sales Talent will probably be "THE" issue … [Read more...]
The Coming Sales Talent Crisis, Part 2 Posted on February, 2019
I wrote The Coming Sales Talent Crisis, focusing on the struggles our customers … [Read more...]
The Coming Sales Talent Crisis Posted on February, 2019
It's clear that customers struggle to buy. The majority of complex B2B buying … [Read more...]
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