The "new" sales mantra seems to be all about activity. Our managers measure us … [Read more...]
Tag: Lean Sales And Marketing
Activities, Outputs, Outcomes---What's The Difference?
A Differentiating Skill: Depth Of Thinking Posted on April, 2023
What really differentiates sellers in helping customers in complex B2B buying … [Read more...]
Can We Be Helpful And Still Make Our Quotas? Posted on April, 2023
When I read my feeds or listen to a lot of "experts," the focus is always on … [Read more...]
What About Seller FOMU? Posted on April, 2023
Thanks to the outstanding work by Matt Dixon and Ted McKenna in "The JOLT … [Read more...]
We Need To Change The Selling Conversation!! Posted on April, 2023
I just listened to an outstanding webcast on the future of selling, conducted by … [Read more...]
Dumbing Things Down..... Posted on April, 2023
As I look at the plethora of tools we leverage to engage customers and each … [Read more...]
"I'm Trying To Think, But Nothing Happens....." Posted on March, 2023
OK, I confess, every once in a while, when I need to do something completely … [Read more...]
Basic Principles Endure..... Posted on March, 2023
The only constant is change----everything about selling has changed and will … [Read more...]
Making B2B Buying More Like Amazon..... Posted on March, 2023
I got one of those emails today. Somebody wanted to talk to me about the … [Read more...]
Sales Call Planning...... Posted on March, 2023
I know at least 80% of the people seeing this title are probably rolling their … [Read more...]
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