Talk to any sales manager or executive about their priorities and you'll get … [Read more...]
Tag: Communicating
How Are You Building Organizational Capacity And Capability?
Don't Focus On Sales Velocity, Focus On Buying Velocity! Posted on September, 2015
We spend a lot of time seeking to increase pipeline velocity, compressing sales … [Read more...]
Who Should We Be Talking To? Posted on September, 2015
Hopefully, there is an enterprising entrepreneur who will read this post and do … [Read more...]
"Herding Customers" Through Complex Buying Processes Posted on September, 2015
I'm the proud "parent" of two cats, Sammy and Harley. As with most cats, they … [Read more...]
Just Good Enough Value Creation Posted on September, 2015
Thousands of posts are written about value propositions and value creation. By … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
Perfect Prospecting Posted on August, 2015
Recently, I published a rant on LinkedIn, "Patient 0 Of Stupid Prospecting." … [Read more...]
It's Not About You! Posted on August, 2015
I'd spent a long day doing deal reviews and a few critical call planning … [Read more...]
Manager, If You're Doing Deals, You're Not Doing Your Job Posted on August, 2015
All sales professionals revel in doing deals. There's an adrenaline rush … [Read more...]
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