I get into a lot of conversations with sales people and leaders about winning … [Read more...]
Tag: Lean Sales And Marketing
What Are The Two Biggest Factors Impacting Your Win Rate?
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...]
Our "Success" Blinds Us To Our Underperformance! Posted on November, 2021
Not long ago, I was speaking with the executive team of a fairly large company. … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
The Ossification Of Selling Posted on October, 2021
I just completed a post on the "Ossification Of Selling." It was finished, I … [Read more...]
Tired Selling Advice Posted on October, 2021
Even "sales gurus" get it wrong. I was reading an article entitled "15 Rules Of … [Read more...]
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