I was doing a series of deal reviews--not unlike most of the deal reviews I do. … [Read more...]
Tag: Execution
Are You Engaging The Real Customers?
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
It's Not Always About The Deal Posted on July, 2020
One of the things I see too many sales people doing is focusing only on the … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
"Begin With The End In Mind...." Posted on July, 2020
The second habit in Stephen Covey's classic, The Seven Habit Of Highly Effective … [Read more...]
Achieving Our Goals Through Our Customers Posted on July, 2020
Sales people tend to be incredibly goal oriented. We are focused on hitting our … [Read more...]
"Figuring Things Out," Part Of Our Job Posted on July, 2020
It started with a pipeline review. The pipeline was anemic, despite having … [Read more...]
Prospecting Malpractice! Posted on July, 2020
There is no excuse for stupid prospecting! Sadly, too many organizations are … [Read more...]
On Virtual Buying Posted on July, 2020
Zoom, Teams, Webex seem to rule our professional and even our private lives. We … [Read more...]
The Risky Path Forward Posted on July, 2020
Our collective worlds have been disrupted and changed forever. Whether it's how … [Read more...]
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