Sales people are accountable for generating revenue-----Duuuuggghh! Ask a sales … [Read more...]
Tag: Execution
Sometimes Revenue Is The Wrong Sales Metric
Conditions Of Employment Posted on May, 2013
A warning to my readers, I tend to be a little hard nosed every once in a … [Read more...]
We Misunderstand Lean---But It Is So Important! Posted on May, 2013
I was having a conversation about the "state of sales" with some colleagues … [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...]
Doing The Right Thing, Doing Things Right Posted on May, 2013
I believe there is a basic sense of honesty and integrity to the way people … [Read more...]
Deal Value Or Buyer Value? Posted on May, 2013
A few years ago, a client called me very frustrated. He was the CEO of a large … [Read more...]
"I Need An Excuse To Get Back Into The Customer" Posted on April, 2013
I hear it all the time, "I need an excuse to get back into the customer. Let me … [Read more...]
Are You Creating A Sense Of Urgency With Your Customers? Posted on April, 2013
I do deal reviews with sales people every week. Too often, I hear the same … [Read more...]
"Can I Give You A Quote?" Posted on April, 2013
Within the space of 45 minutes today, I get two calls from sales people--each … [Read more...]
The Ability To "Figure It Out" Posted on April, 2013
There's a great article in the Harvard Business Review, "Figure It Out." Be … [Read more...]
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