Think of this post more as a thought experiment or even a wild ass … [Read more...]
Tag: Lean Sales And Marketing
What Do Uber Drivers And SDRs Have In Common?
If We Fixed Sales Execution, Would We Fix Sales? Posted on July, 2019
Let's try a thought experiment. You will see some of the assumptions are very … [Read more...]
Knowing "How To Win," Makes You A Better Prospector! Posted on July, 2019
Social media channels are dominated by top of the pipeline/funnel thinking. The … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
How Do You Win? Posted on July, 2019
My good friend, Andy Paul, and I were talking about the state of selling today. … [Read more...]
Our Customers Are Voting With Their Time Posted on July, 2019
Several years ago, Gartner research on how customers allocate their time in the … [Read more...]
Underperforming Our Potential Posted on July, 2019
At the outset, I'll apologize. This post is likely to rub some executives the … [Read more...]
Our Plunging Sales Discourse Posted on July, 2019
Preface: Sometimes holiday weekends give me the chance to sit back, reflect, … [Read more...]
Why Are We Committed To Failure? Posted on July, 2019
Regular readers might be a little worried with many of my recent posts. I'm … [Read more...]
Hiring For "Caring" Posted on July, 2019
My good friend, Buck McGugan, and I were having a conversation about sales … [Read more...]
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