Business people, particularly sales, are obsessed with numbers. We measure … [Read more...]
Tag: Lean Sales And Marketing
The Numbers Are, Well, Just Numbers....
The Servant Sales Person Posted on July, 2018
Yeah, I know what the immediate reaction to the title of this post will … [Read more...]
Can You Make A Sales Call Without Talking About Your Product? Posted on June, 2018
Imagine you have an appointment with your ideal customer. The only constraint … [Read more...]
The Decline Of Corporate Culture Posted on June, 2018
Peter Drucker once said, "Culture eats strategy for lunch...." We all know … [Read more...]
The Power Of The Discovery Process Posted on June, 2018
There are two fundamentals to maximizing your ability to win a … [Read more...]
Who's Responsible For Sales Enablement? Posted on June, 2018
Long time readers might accuse me of asking a trick question. The obvious … [Read more...]
Do You Have The Right Sales Business Model? Posted on June, 2018
No sales business model is "forever." As our markets change, as our customers … [Read more...]
What's With All These F#!@&*g Reviews!!! Stop Wasting My Time! Posted on June, 2018
It seems managers are always asking for and conducting reviews. Sales people … [Read more...]
Abandoning Excellence Posted on June, 2018
Sometimes, I reflect on the "good old days." Things were certainly different, I … [Read more...]
Features And Benefits Posted on June, 2018
Somehow, we think features and benefits are important. Every beginning sales … [Read more...]
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