Not long ago, I wrote a post, Sales Training And The "Forgetting Curve." It's … [Read more...]
Tag: Execution
Training And The Forgetting Curve
Doing What We've Always Done, When Everything Else Has Changed Posted on January, 2019
I'm constantly amazed conversations I have with otherwise smart people. … [Read more...]
Are You Guilty Of Conducting "Non-Discovery?" Posted on January, 2019
We all know the importance of conducting discovery calls. In principle, a … [Read more...]
How "Sales-speak" Limits Us Posted on January, 2019
Every profession has it's own language. It's a shorthand that enables people in … [Read more...]
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...]
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