The "Target Close Date" is one of the most important aspects of pipeline, … [Read more...]
Tag: Lean Sales And Marketing
"Target Close Date" Must Be Kept Sacred!
All Revenue Is Not Created Equal! Posted on July, 2014
It probably sounds like heresy to talk about "Good Revenue" and "Bad Revenue," … [Read more...]
SBWA -- Selling By Walking Around Posted on June, 2014
Tom Peters and Robert Waterman introduced the world to the acronym, … [Read more...]
Insight, The Convergence Of Strategies Posted on June, 2014
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
What's The ROI Of Stupidity? Posted on June, 2014
I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along … [Read more...]
How Can We Deliver Insights Without Critical Thinking Skills? Posted on May, 2014
Both marketing and sales realize we need to change the conversation with … [Read more...]
Principles Of Sales, Part 2 --- Value Is Exchanged Posted on May, 2014
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
Buying Happens In The Absence Of Selling Posted on May, 2014
In my post, Principles Of Sales, Part 1, Interactions Between People, Brian … [Read more...]
Principles Of Sales, Part 1---Interactions Between People Posted on May, 2014
I wrote The Not So New Principles Of Sales, identifying some of the underlying … [Read more...]
The Not So New Principles Of Sales Posted on May, 2014
Growing up, I always thought of being a scientist/engineer. I learned that … [Read more...]
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