As we look at the world that surrounds us, we are confronted within increasing … [Read more...]
Tag: Change
Sensemaking, The Big Issue Facing Both Our Customers And Us
Sales---Science Or Art? Posted on May, 2019
Recently, I read an article about sales being more science than art. Perhaps, … [Read more...]
Begin With The End In Mind Posted on May, 2019
Stephen Covey's famous 2nd Habit is: "Begin with the end in mind!" It's … [Read more...]
Device Attention Disorder Posted on April, 2019
I was backing out of a parking space. All of a sudden, the car starts beeping … [Read more...]
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...]
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