Every organization has them, the bottom 20%, the people who are not meeting our … [Read more...]
Tag: Learning
We Can't Ignore Poor Performers!
Sales And Procurement, Racing Toward Each Other Posted on August, 2013
As sales and marketing professionals, we're consumed with the change in our … [Read more...]
"Clinging To The Familiar" Posted on August, 2013
Change is a struggle for everyone--individuals and organizations. The business … [Read more...]
Can Insight Become Commoditized? Posted on July, 2013
Forgive me for thinking out loud. Insight--selling with Insight is what … [Read more...]
Laziness Takes Too Much Time And Effort! Posted on July, 2013
In several posts recently, I've been railing against lazy, unimaginative … [Read more...]
Customer Decisionmaking, Like Herding Cats Posted on July, 2013
I'm the proud "father" of Sammy and Harley---that's them in the picture. It … [Read more...]
Insight, Change, And Value Posted on July, 2013
I've been writing a lot about Insight recently. In the course of the posts, … [Read more...]
Insight And Co-Creation Posted on July, 2013
Yesterday, I was talking to one of the smartest sales executives I've ever met. … [Read more...]
What Do The Numbers Mean? Posted on July, 2013
Sales professionals are very "numbers" focused. Where are we on quota … [Read more...]
Does Insight Selling Require "Scars?" Posted on July, 2013
We're supposed to bring our customers insight--opportunities they are missing, … [Read more...]
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