I love hanging out with sales people. Most of the sales people I've met are very … [Read more...]
Tag: Execution
Shooting From The Lip, Just In Time Sales Call Planning
Delivering Happiness! Zappo's Posted on March, 2009
Zappo's is one of the hottest and most innovative companies around. This is an … [Read more...]
Moving Beyond Selling To Building Collaborative Relationships Posted on March, 2009
I'm reading Price Waterhouse Coopers 12th Annual Global CEO Survey. It has a lot … [Read more...]
Seven Lessons For Leading In A Crisis Posted on February, 2009
Bill George wrote a great article in the Wall Street Journal a couple of days … [Read more...]
Surviving Through Tough Times, Things We've Learned Posted on February, 2009
A client called my attention to an article that I wrote during the last … [Read more...]
Sales Manager: Stop Wasting Your Time On Coaching Meetings! Posted on January, 2009
I get complaints from both sales people and managers on the topic of coaching. … [Read more...]
No Grin-F#!?ing Allowed! Posted on January, 2009
Well, I've got your attention with the implied profanity! Sorry about that, but … [Read more...]
Reducing the Learning Curve: Rapid Onboarding Critical to Sales Performance Posted on January, 2009
Guest Post By Jeffrey Stanley, Director of Sales Excellence, AT&T … [Read more...]
What's Your Question To Comments Ratio? Posted on December, 2008
Great post at Art Petty's Management Excellence Blog. It speaks to the issue … [Read more...]
Vicious Disqualification Is Critical For Sales In A Down Economy! Posted on December, 2008
Yesterday, I spent time with the sales management team of a large corporation … [Read more...]