Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
Tag: Execution
Are Your People Selling What They're Supposed To Sell?
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
Does Sales 2.0 Make You A Better Sales Person? Posted on November, 2011
The short answer is Yes--and--No. I sit through all sorts of conferences that … [Read more...]
Starting And Stopping Posted on November, 2011
It's always difficult to balance our selling activities. We've got a bunch of … [Read more...]
Performance Management Friday --- % Leads Converted To Opportunities Posted on November, 2011
In past posts, I've talked a lot about metrics within the traditional Sales … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
Performance Management Friday -- % Of Opportunities Advanced Posted on October, 2011
Our goal as sales people is to help our customers move through their buying … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
Where's "The Decisionmaker?" Posted on October, 2011
That's the $64K question for all sales people. Who's the decision-maker and how … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
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