A friend forwarded me an article entitled, "Giving People More Time To Sell Is … [Read more...]
Tag: Execution
Freeing Up "Time To Sell" Is BS!
Sales Heroics Are Actually Sales Failures! Posted on June, 2018
All of us revel in stories of the deal where we took dramatic actions and … [Read more...]
Thoughts On Agility Posted on May, 2018
Agile is one of the "hot" business buzzwords these days, right along with … [Read more...]
What You've Always Been Doing Won't Get You Where You Want To Be. Posted on May, 2018
I do dozens of business reviews with all sorts of organizations, globally. Many … [Read more...]
Structure Isn't Strategy..... Posted on May, 2018
In a recent conversation, a colleague made a very astute observation, "Structure … [Read more...]
Getting What You Get Or Getting What You Want? Posted on May, 2018
Over the past several weeks, I've been sitting in a number of pipeline and deal … [Read more...]
Metric Fixation Posted on May, 2018
We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Are We Enabling Or Crippling Our Sales People? Posted on May, 2018
Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
"Sales Hasn't Changed, We're Just Leveraging Cool New Tools!" Posted on April, 2018
I read a quote from Graham Hawkins. I started, "Sales hasn't changed....." … [Read more...]
The Power Of "Ritual Questions" Posted on April, 2018
Recently, I read an article about "Ritual Questions." It's a powerful … [Read more...]
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