Several months ago, my friends at the CEB sent me a review copy of The … [Read more...]
Tag: Learning
The Challenger Customer
Critical Selling Skills That Distinguish Top Performers Posted on September, 2015
Last week, Tim Ohai and I were talking about the future of selling. We got onto … [Read more...]
"I Need A Report" Posted on September, 2015
"I need a report....." is a phrase universally eliciting groans from every sales … [Read more...]
Does What You Do Inspire You? Posted on September, 2015
I've spent the last couple of days at Dreamforce. It's an astounding event, but … [Read more...]
How Are You Building Organizational Capacity And Capability? Posted on September, 2015
Talk to any sales manager or executive about their priorities and you'll get … [Read more...]
What's More Important, Experience Or Experiences Posted on August, 2015
The other day I was speaking to a large group of sales people. Many were very … [Read more...]
Manager, Are You "Sales Person Centric?" Posted on August, 2015
We know we are supposed to be customer centric. Buyers and buying have changed, … [Read more...]
How To Read A Sales Or Marketing Blog Post Posted on August, 2015
Actually, this might be applicable to virtually any professional article or book … [Read more...]
How You Make Your Number Is As Important As Making The Number! Posted on August, 2015
As a young sales person, I must have really frustrated my managers. I was … [Read more...]
Being Too Smart About Our Solutions Posted on August, 2015
Not long ago, I had a fascinating call with a sales person. He was very … [Read more...]
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