Let me open by posing a scenario then asking a question. Scenario: You have … [Read more...]
Tag: Responsibility
Are Your People Selling What They're Supposed To Sell?
Removing Obstacles To Buying Posted on November, 2011
One of the most important roles of the sales professional is to remove obstacles … [Read more...]
Unsolicited Email, Cold Calling, Prospecting, Nurturing...... Posted on November, 2011
So this is what's happening this morning. I start the morning looking at … [Read more...]
Rising Tides Float All Ships, But What About Falling Tides? Posted on October, 2011
"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
We Are Who We Hire Posted on October, 2011
The other day I received a call from a troubled CEO. He ran a small company. … [Read more...]
Wishful Thinking And Intent Posted on October, 2011
Wishful thinking and intent can look a lot like the same thing. They are … [Read more...]
Performance Management Friday -- Funnel Churn Posted on September, 2011
Have you ever looked at your funnel, or that of one of your people (if you are a … [Read more...]
Earning Our Way -- No More Excuses! Posted on September, 2011
It distresses me, but too often I encounter people with "entitlement" … [Read more...]
Performance Management And Accountability Posted on September, 2011
Years ago, a manager used to tell us, "Your increases will become effective when … [Read more...]
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