Consultants, like me, market researchers, and technology vendors love normal … [Read more...]
Tag: Execution
Normal Distributions Aren't Really Normal.....
Pipeline Quality Posted on February, 2023
Somewhat surprisingly, my post on Win Rates generated a lot of discussion. As … [Read more...]
Win Rates Posted on February, 2023
As much as we obsess on winning, hitting our goals, earning commissions; we are … [Read more...]
What Is "Salesmanship?" Posted on February, 2023
I read a fascinating article by Kelly Fairchild. She talked about … [Read more...]
Educating Our Customers.... Posted on February, 2023
Hank Barnes wrote a brilliant post, "A Question Of Prospect Education" It's an … [Read more...]
Rushing To Solutions..... Posted on February, 2023
Sellers try to generate interest in every outreach, "People like you have these … [Read more...]
Start With "Why" Posted on January, 2023
No, I'm not channeling my inner Simon Sinek, but "Why" initiates very powerful … [Read more...]
"Think Time...." Posted on January, 2023
Our focus on activity causes us to overlook the importance of idle time---time … [Read more...]
Activity As A Proxy For Productivity Posted on January, 2023
The good news/bad news, is that we have so many selling and marketing tools … [Read more...]
What If We Sold The Way Our Customers Want To Buy? Posted on January, 2023
Calm down, give me a few moments to defend my case. I know it's an absurd … [Read more...]
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