I get into a lot of conversations with sales people and leaders about winning … [Read more...]
Tag: Execution
What Are The Two Biggest Factors Impacting Your Win Rate?
All Of What We Do Is Really About People Posted on December, 2021
Everything we read about and encounter is about some sort of digital … [Read more...]
"Advancing The Sale" Posted on December, 2021
Most of our time, as sales people, is figuring out, "What do we do next to win … [Read more...]
How Do You Want To Be Sold? Posted on December, 2021
Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the … [Read more...]
It's Prediction Season Again Posted on December, 2021
It's that time of year where it's fashionable to make predictions about the big … [Read more...]
Is The Future Of Selling PLG? Posted on November, 2021
I read a lot of commentary from "experts" about PLG--Product Led Growth. … [Read more...]
Our Selling Process Can Help Our Customers Buy Posted on November, 2021
From my earliest days as a salesperson, I've been taught the "sales process," … [Read more...]
Are We Accomplishing Enough In Customer Meetings? Posted on November, 2021
Ideally, we are spending as much time as possible, working with our customers to … [Read more...]
Are We Numbed By Work? Posted on November, 2021
I watched a fascinating short film, "Work, I Think It Numbs You, Somehow." It … [Read more...]
"Who Do You Work For?" Posted on November, 2021
My friend Rene Voorhorst and I were having one of our periodic conversations. … [Read more...]
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