I'm a big fan of Marshall Goldsmith. One of the methods he uses to help people … [Read more...]
Tag: Lean Sales And Marketing
"Did I Do My Best To...."
Win/Loss Analysis--Are You Learning As Much As You Should? Posted on January, 2022
I'm always stunned by how little win/loss analysis we do. Of course, when we … [Read more...]
What Got Us Here Won't Get Us To Where We Need To Be Posted on December, 2021
Part of what enables us to achieve is our experience and past success. Stated … [Read more...]
Sales And Marketing Alignment Or Integration? Posted on December, 2021
I wonder if we need to rethink our concepts of sales and marketing and how we … [Read more...]
What Are The Two Biggest Factors Impacting Your Win Rate? Posted on December, 2021
I get into a lot of conversations with sales people and leaders about winning … [Read more...]
How Do You Want To Be Sold? Posted on December, 2021
Not long ago, I was on a Zoom call with a bunch of CROs. At some point in the … [Read more...]
Is The Future Of Selling PLG? Posted on November, 2021
I read a lot of commentary from "experts" about PLG--Product Led Growth. … [Read more...]
Our Selling Process Can Help Our Customers Buy Posted on November, 2021
From my earliest days as a salesperson, I've been taught the "sales process," … [Read more...]
Are We Accomplishing Enough In Customer Meetings? Posted on November, 2021
Ideally, we are spending as much time as possible, working with our customers to … [Read more...]
The Customer Focused Sales Process Posted on November, 2021
We've long known (whether we use it or not) about the "sales process." … [Read more...]
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