My friend, Andy Paul wrote a brilliant newsletter piece this weekend, entitled … [Read more...]
Tag: Lean Sales And Marketing
What We Do Is Not Complicated--Yet We Have A Tendency To Complicate It.
The Importance Of Setbacks Posted on June, 2018
Too often, we get caught up in the rush of everyday life. The press of everyday … [Read more...]
Our Need To Sell Is Irrelevant To The Customer Posted on June, 2018
As sales people, we are driven by our need to sell. Whether it's the drive to … [Read more...]
Freeing Up "Time To Sell" Is BS! Posted on June, 2018
A friend forwarded me an article entitled, "Giving People More Time To Sell Is … [Read more...]
Sales Heroics Are Actually Sales Failures! Posted on June, 2018
All of us revel in stories of the deal where we took dramatic actions and … [Read more...]
Thoughts On Agility Posted on May, 2018
Agile is one of the "hot" business buzzwords these days, right along with … [Read more...]
What You've Always Been Doing Won't Get You Where You Want To Be. Posted on May, 2018
I do dozens of business reviews with all sorts of organizations, globally. Many … [Read more...]
We Need To Stop Our Fixation On Buyer Journeys Posted on May, 2018
Recently, I participated in a discussion on "the buyers journey." In some ways, … [Read more...]
Structure Isn't Strategy..... Posted on May, 2018
In a recent conversation, a colleague made a very astute observation, "Structure … [Read more...]
Getting What You Get Or Getting What You Want? Posted on May, 2018
Over the past several weeks, I've been sitting in a number of pipeline and deal … [Read more...]
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