As sales people, we are driven by our need to sell. Whether it's the drive to … [Read more...]
Tag: Lean Sales And Marketing
Our Need To Sell Is Irrelevant To The Customer
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...]
Metric Fixation Posted on May, 2018
We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Are We Enabling Or Crippling Our Sales People? Posted on May, 2018
Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
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