I was struck by a letter from Steve Ballmer yesterday. It was entitled, the New … [Read more...]
Tag: Execution
The New Efficiency--With Less, Do More ???
Sales Productivity -- What If We Changed The Way We Look At The Problem? Posted on September, 2009
Everyday, I speak with sales executives about the issues of sales productivity, … [Read more...]
Do As I Say, Not As I Do Posted on September, 2009
It's hard to practice what we preach. In honesty, sometimes, I want to just … [Read more...]
We Want Your Feedback! Posted on September, 2009
Yesterday, I got an email from a service provider for a Sales 2.0 tool that I … [Read more...]
What's The Worst Objection? Posted on August, 2009
I was reading a blog post the other day, it posed the question: "What's the … [Read more...]
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Does Your Customer Have A Need To Buy? Posted on August, 2009
An old colleague of mine had a great way of looking at things. He and I would … [Read more...]
The Pipeline Review--An Underused and Underappreciated Coaching Opportunity Posted on August, 2009
The pipeline review, I've participated in 100's of these, somehow they all look … [Read more...]
Sales Leaders Organizational Checkup and Self-Assessment Posted on August, 2009
I was talking about one of my favorite topics, sales leadership, with my close … [Read more...]
A Rant About Sales Reporting, Bureaucracy, and Paperwork! Posted on August, 2009
By now, you probably know that I have a fairly short fuse and tend to get … [Read more...]