Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
Tag: Execution
How "Sales-speak" Limits Us
Getting By Or Getting Ahead Posted on January, 2019
Most mornings, I feel like Bill Murray in Ground Hog Day. I get up, look at my … [Read more...]
Learning From "Lazy" Salespeople Posted on January, 2019
"Lazy" sales people are among my favorites--let me qualify that. "Lazy" sales … [Read more...]
Starting At "Zero," Again..... Posted on January, 2019
Sales is about the only profession, where each fiscal year, we have the … [Read more...]
On Consistency Posted on December, 2018
I don't know why, but we never talk about consistency. Consistency is about … [Read more...]
What We Think Of Our Customers Colors Our Engagement Posted on December, 2018
Someone called seeking coaching on a specific deal. He had fallen into … [Read more...]
Start/Stop/Pivot/Restart Sales Strategies Posted on December, 2018
Sales, as with most things, is something that demands regularity in execution. … [Read more...]
Letting Form Triumph Over Substance Posted on December, 2018
One of my favorite authors/thinkers is John Gardner. About 35 years ago, a … [Read more...]
Sales, You Have To Do The Whole Job, All The Time! Posted on December, 2018
We--or rather my wife--had an incident the other day. We have a housekeeper … [Read more...]
Faux Transformations Posted on November, 2018
The word "transformation," has become the buzzword for 2018. Every consultant, … [Read more...]
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