We struggle with achieving goals and producing results. Whether it's … [Read more...]
Tag: Execution
Do Your Friggin Homework!
Why Change? Posted on June, 2020
The salesperson was getting frustrated. We were doing a deal review. It was a … [Read more...]
On Micromanaging And Collaborative Reviews Posted on June, 2020
I was working with a team of frustrated sales people. They had a past sales … [Read more...]
"Do Or Not Do, There Is No Try" Posted on June, 2020
I'm dating myself with this quote from that master philosopher, Yoda. This goes … [Read more...]
Where's The Puck Going? Posted on June, 2020
"I skate to where the puck is going to be..." It's a quote attributed to Wayne … [Read more...]
Knowing Your Numbers Posted on June, 2020
I'm always stunned by the number of sales people and leaders that don't know … [Read more...]
On Planning And Preparation Posted on June, 2020
Anyone who has spent any time with me knows that I'm focused on planning and … [Read more...]
Are You Being Helpful? Posted on June, 2020
We tend to overcomplicate things, particularly selling and … [Read more...]
Banish Farmers And Farming!! Posted on June, 2020
No, I'm not making a political statement about our agricultural sector. Farmers … [Read more...]
Your Forecast Is Not About The Numbers! Posted on June, 2020
Let's try a thought experiment. Imagine you are a VP of Sales. You see … [Read more...]
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