I read a quote from Graham Hawkins. I started, "Sales hasn't changed....." … [Read more...]
Tag: Lean Sales And Marketing
"Sales Hasn't Changed, We're Just Leveraging Cool New Tools!"
We Get Sales Math Wrong! The Magic Is In The Numerator! Posted on April, 2018
My apologies, I'm doing a series of rants that are something akin to David … [Read more...]
Driving "Volume," Are We Letting Form Triumph Over Substance? Posted on April, 2018
John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
How Do We Broaden Our Thinking About Our Deal Strategies? Posted on April, 2018
This morning, I was conducting a deal review with a very experienced sales … [Read more...]
Time, Our Scarcest Resource Posted on April, 2018
We all know the single thing we cannot recover is time. Once it's passed, we … [Read more...]
The "Last Mile" In Selling Posted on April, 2018
In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Our Customers Are Doing Their Homework Posted on April, 2018
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
Drowning In Information, But Where's The Knowledge Or Insight Posted on April, 2018
Those of you who know or follow me know I'm an information junkie. My Evernote … [Read more...]
"But That's More Than We Planned To Pay!" Posted on April, 2018
Too often, we get to the end of a buying cycle and pricing becomes the issue. … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
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