In a comment on one of my posts, Andy Rudin reminded me of something we … [Read more...]
Tag: Execution
Customer Success And Quota Attainment Are Not In Conflict
Complexity Is Just An Excuse Posted on June, 2013
There is no question, our worlds are very complex. The challenges our customers … [Read more...]
Solution Provider Or Problem Solver? Posted on June, 2013
As sales people, we are supposed to provide solutions to our customers … [Read more...]
Burying Our Heads In The Sand Posted on June, 2013
Everyone acknowledges the world is changing, perhaps faster than many want, but … [Read more...]
Buyer Verified Forecasts Posted on June, 2013
Imagine a world of accurate sales forecasts. Imagine prospects relieving sales … [Read more...]
Sales People Do What You Measure And Compensate Them To Do! Posted on May, 2013
I'm sure there are some snarky reactions, "Well thanks for the insight Dave, I … [Read more...]
Sometimes Revenue Is The Wrong Sales Metric Posted on May, 2013
Sales people are accountable for generating revenue-----Duuuuggghh! Ask a sales … [Read more...]
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...]
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