The pandemic, social change, and economic crises impact all of us, personally, … [Read more...]
Tag: Lean Sales And Marketing
Reinventing Selling!
Are You So Busy Chasing Small Deals, You Are Missing The Important Deals? Posted on August, 2020
I'm often amazed looking at the pipeline profiles of a lot of enterprise focused … [Read more...]
Our Customers Don't Know What They Don't Know Posted on August, 2020
Recently, I was in a discussion with a group of outstanding sales people. They … [Read more...]
On Measuring Sales Performance Posted on August, 2020
It's becoming increasingly complicated to measure sales … [Read more...]
The Problem With Account Planning Posted on July, 2020
I was asked to sit in on a number of account plan updates. It's mid year, so … [Read more...]
Changing Our Mindsets Posted on July, 2020
Our mindset impacts how we think of and engage our customers. It impacts both … [Read more...]
Systems Of Alignment Posted on July, 2020
As we reflect on the process of getting things done in business, one of the most … [Read more...]
Raising My Game Posted on July, 2020
I find myself, increasingly, writing posts about the terrible state of practice … [Read more...]
"We Need To Discount....." Posted on July, 2020
It was a morning of deal reviews. The sales person was reviewing the deals … [Read more...]
"Figuring Things Out," Part Of Our Job Posted on July, 2020
It started with a pipeline review. The pipeline was anemic, despite having … [Read more...]
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