We all know the world has changed profoundly in the past year. So much of what … [Read more...]
Tag: Overcoming Crises
Selling In A Covid-19 World
"We Will Never Revert Back...." Posted on December, 2020
The pandemic and associated economic disruption has forced all of us to reinvent … [Read more...]
Templates, Scripts, Context, and Variability Posted on November, 2020
I read a fascinating discussion led by Jeff Molander on the Copy … [Read more...]
Chaos, Complexity, Predictable Revenue, Making "Big Moves" Posted on November, 2020
For the past decade, so many have sought to mechanize selling, creating … [Read more...]
What Does This Metric Mean To Me? Posted on November, 2020
We measure a lot of stuff in sales. We have all sorts of pipeline metrics, … [Read more...]
"All Sales Problems Are Pipeline Problems...." Posted on November, 2020
"All sales problems are pipeline problems, and all pipeline problems are … [Read more...]
Removing Obstacles! Posted on October, 2020
When you look at the job of the sales person or that of the manager, at it's … [Read more...]
Talking About Virtual Selling Posted on October, 2020
I've been asked to participate in a podcast on virtual selling. I'm looking … [Read more...]
Back To Basics Posted on October, 2020
I saw an article in my newsfeed by McKinsey: How European marketing and sales … [Read more...]
Mistakes Will Be Made.... Posted on October, 2020
Too often, we live in fear of failure. We live in fear of making mistakes. In … [Read more...]
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