I have to confess my lack of patience with an attitude I see permeating much of … [Read more...]
Tag: Lean Sales And Marketing
Settling....
BHAGs And Radical Simplification Posted on May, 2023
BHAGs are "Big Hairy Audacious Goals." The term was, apparently, developed by … [Read more...]
Time Available For Selling Posted on May, 2023
We, our customers, colleagues, managers are time poor! In reality, we will … [Read more...]
Why I Love Selling Posted on May, 2023
Having anything to do with sales was the furthest thing from my mind when I was … [Read more...]
Activities, Outputs, Outcomes---What's The Difference? Posted on May, 2023
The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
Can We Be Helpful And Still Make Our Quotas? Posted on April, 2023
When I read my feeds or listen to a lot of "experts," the focus is always on … [Read more...]
What About Seller FOMU? Posted on April, 2023
Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
We Need To Change The Selling Conversation!! Posted on April, 2023
I just listened to an outstanding webcast on the future of selling, conducted by … [Read more...]
Dumbing Things Down..... Posted on April, 2023
As I look at the plethora of tools we leverage to engage customers and each … [Read more...]
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