There's a disturbing trend in developing the capabilities of sales people. It's … [Read more...]
Tag: Lean Sales And Marketing
"Just Give Me The Answers!"
Are You Learning Yesterday's Skills For Tomorrow's Buyers? Posted on October, 2018
Every time I meet sales enablement and sales executives, I ask, "What are the … [Read more...]
Project Management And Sales? Posted on October, 2018
What's selling have to do with project management? It may not be obvious, but … [Read more...]
Customers Don't Care About Their Buying Journey! Posted on October, 2018
Recently, I was speaking with an executive whose team was involved in a major … [Read more...]
Doing More Of What Doesn't Work! Posted on October, 2018
Imagine sitting in some sort of sales kickoff meeting or conference, and the … [Read more...]
Moving Beyond The "Chaotic Buying Process" Posted on October, 2018
It seems in recent months, the sales and marketing world is suddenly waking up … [Read more...]
Customers, Looking For Help In Other Places Posted on October, 2018
As sales people, our goal is to become the "go-to" resource for our customers in … [Read more...]
Transforming What We Do Is Not Optional! Posted on October, 2018
Last week, I was sitting in the Gartner Sales and Marketing Conference. If … [Read more...]
The Challenged Customer Posted on October, 2018
Our customers (and us) live in worlds characterized by information overload, … [Read more...]
There Is No "Playbook" For Buying! Posted on October, 2018
Playbooks are big. There are lots of tools and never ending content around … [Read more...]
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