Recently, a reader wrote, asking a lot of questions about pipelines--what are … [Read more...]
Pipelines, A Tutorial
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......" Posted on September, 2022
There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
Pay Attention To What We Say, Not How We Execute... Posted on July, 2022
My dad was a great teacher and role model. But every once in a while, I'd start … [Read more...]
Quick Fixes.... Posted on July, 2022
Not long ago, a small group of us were out on our road bikes. One biker hit … [Read more...]
On Measures, Metrics, KPIs Posted on June, 2022
In selling (marketing, sales, customer experience) and business, in general, … [Read more...]
The Tyranny Of "More!" Posted on June, 2022
Sellers tend to be selfish and greedy. They keep asking for "More!" The need … [Read more...]
Sales Enablement, The Sound Of One Hand Clapping Posted on May, 2022
Again, I have to start this post with an apology. I'm a huge fan of sales … [Read more...]
A Plethora Of Data Posted on May, 2022
As a bit of a preface, I'm a tremendous fan of the artwork of Theodor Geisel, … [Read more...]
Yearning To Be Unemployed!!! Posted on March, 2022
Dave Kurlan went on a fascinating rant on LinkedIn today. You should watch it. … [Read more...]
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