Deal review after deal review, I see the same thing. Sales people don't seem to … [Read more...]
Tag: Lean Sales And Marketing
Are You Managing The Process Or Is It Managing You?
Sales People Need To Pay Their Way! Posted on June, 2020
Over the past several weeks, I've gotten into a number of discussions about the … [Read more...]
On Micromanaging And Collaborative Reviews Posted on June, 2020
I was working with a team of frustrated sales people. They had a past sales … [Read more...]
"Do Or Not Do, There Is No Try" Posted on June, 2020
I'm dating myself with this quote from that master philosopher, Yoda. This goes … [Read more...]
Knowing Your Numbers Posted on June, 2020
I'm always stunned by the number of sales people and leaders that don't know … [Read more...]
On Planning And Preparation Posted on June, 2020
Anyone who has spent any time with me knows that I'm focused on planning and … [Read more...]
Longing For "Getting Back To Normal" Posted on June, 2020
So much of what I hear and read focuses on "getting back to normal," or "the … [Read more...]
Are You Being Helpful? Posted on June, 2020
We tend to overcomplicate things, particularly selling and … [Read more...]
Banish Farmers And Farming!! Posted on June, 2020
No, I'm not making a political statement about our agricultural sector. Farmers … [Read more...]
Your Forecast Is Not About The Numbers! Posted on June, 2020
Let's try a thought experiment. Imagine you are a VP of Sales. You see … [Read more...]
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