I was having a conversation about the "state of sales" with some colleagues … [Read more...]
Tag: Change
We Misunderstand Lean---But It Is So Important!
Who Cares About Big Data, Where Are The Big Questions? Posted on May, 2013
This morning, I'm sitting in a series of presentations extolling the value of … [Read more...]
Sales Operations, Serving Sales People---An Interview With Tony Walker Posted on May, 2013
Over the next several months, I'll be interviewing a number of Sales Operations … [Read more...]
Seeing Things Differently, Seeing Different Things Posted on May, 2013
What do you see in this picture? It's a very famous--some people see an old … [Read more...]
Questions We're Afraid To Ask Posted on May, 2013
We all have them, Questions We're Afraid To Ask. They're obvious, but we're … [Read more...]
Stumped Posted on May, 2013
Today, I read probably the most impactful posts I've read in months. It's … [Read more...]
"We Aren't In Kansas Anymore, Dorothy" Posted on May, 2013
If anyone has doubts about how much professional selling is changing, download … [Read more...]
Selling Internally Posted on April, 2013
We know the importance of selling internally. We get support, resources, and … [Read more...]
Insight Is All About Having A Point Of View Posted on April, 2013
Insight is all about having a point of view, but too often I see sales people … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
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