I spend a lot of time talking about sales managers, executives, and sales … [Read more...]
Tag: Execution
Sales Operations--Connecting Everything To Produce Results!
Insight Without Action Is Just Idle Chatter! Posted on November, 2013
Today, we are all trying to engage our customers with Insight. But so much of … [Read more...]
"Let's See How Much We Can Confuse Our Customers!" Posted on November, 2013
I actually wanted to title this, "Let's See How Much We Can Screw With Our … [Read more...]
How Is Your Customer Measured? Posted on November, 2013
Ask a sales person how they're measured, they quickly respond, "quota … [Read more...]
Shared Objectives And Goals Posted on November, 2013
As sales and business professionals, we're intensely goal driven. We're driven … [Read more...]
Is Your Customer Prepared For Your Sales Call? Posted on November, 2013
Richard Ruff wrote a great article on Sales Call Planning, it provoked me to … [Read more...]
What's Your Situational Awareness? Posted on November, 2013
Talk to anyone in the military about tactics, a topic that comes up very quickly … [Read more...]
Does Your Customer Understand Your Differentiation? Posted on November, 2013
I'm often amazed by the discussions--or absence of discussions on … [Read more...]
It's Not About The Form/Template Posted on November, 2013
The other day I wrote, "It's Account Planning Season" again. Commenting on the … [Read more...]
Flipping The Pipeline Value Pyramid Posted on October, 2013
Pipeline reviews and reporting are constant sources of contention between … [Read more...]
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