This morning, I was conducting a deal review with a very experienced sales … [Read more...]
Tag: Execution
How Do We Broaden Our Thinking About Our Deal Strategies?
The "Last Mile" In Selling Posted on April, 2018
In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Playing Sales Enablement "Catch-Up" Posted on March, 2018
This week, I had meetings with a number of sales enablement professionals. Each … [Read more...]
Connecting The Dots Posted on March, 2018
At executive levels, we are fond of developing new strategies and priorities for … [Read more...]
Addressing Performance Issues! Posted on March, 2018
Managers are responsible for maximizing the performance of the people on their … [Read more...]
The Single Most Important Thing To Drive Sales Posted on February, 2018
I read dozens of articles outlining the single thing sales people or managers … [Read more...]
Ending Sales Heroics Posted on February, 2018
Get any group of sales people together and we start exchanging war stories. … [Read more...]
We Need To Stop Making Things Easy! Posted on February, 2018
We seem to be, individually and organizationally, fixated on making things … [Read more...]
Is "Figuring Things Out" A Critical Sales Skill? Posted on February, 2018
It seems much of the trend in sales is to provide our sales people all the … [Read more...]
Who Are We Designing Our Marketing/Sales Strategies To Serve? Posted on February, 2018
Every day, we are pummeled with experts talking about how to make sales people … [Read more...]
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