The only constant is change----everything about selling has changed and will … [Read more...]
Tag: Execution
Basic Principles Endure.....
We Need To Be More Efficient! Posted on March, 2023
My feed is filled with all sorts of posts focusing on efficiency and time … [Read more...]
Making B2B Buying More Like Amazon..... Posted on March, 2023
I got one of those emails today. Somebody wanted to talk to me about the … [Read more...]
Nothing Works Anymore! Posted on March, 2023
It seems all the things we used to do; the things that engaged customers and … [Read more...]
Pipeline Management Posted on March, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in … [Read more...]
Understanding The Problem Posted on March, 2023
We get the Discovery process wrong--period, full stop. Most of the time we … [Read more...]
Leveraging Deal Size And Sales Cycle Posted on March, 2023
I've been writing a series looking, ultimately, at pipeline management. I've … [Read more...]
Coaching Is A Language! Posted on March, 2023
I wish I were smart enough to be the originator of this term, "Coaching is a … [Read more...]
Normal Distributions Aren't Really Normal..... Posted on March, 2023
Consultants, like me, market researchers, and technology vendors love normal … [Read more...]
Pipeline Quality Posted on February, 2023
Somewhat surprisingly, my post on Win Rates generated a lot of discussion. As … [Read more...]
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